Why Downturns Break Sales Orgs

(And How To Fix Them)

Justin ShriberVP Oracle Cloud

@jshriber

The Fab Four

81

89% aren’t getting coaching

% missed earnings

% diff. in marketing vs. sales leads

/

24< mos. Sales VP tenure

85/29

Too much score keeping, not enough coaching

Courtside seatingAutomationCoach the coach

Too many big games, not enough practice

Certification Game filmPlaybook

Too much defense, not enough offenseToo much defense, not enough offense

Performance management

Integration Collaboration

2003 Division II National Champs