Hello, Oracle: It’s Not Sales Execution

Posted by Everett Hill on Mon, Mar 25, 2013

Did you hear the one about Oracle’s third quarter conference call, announcing a substantial earnings miss? Wall Street did, pounding the stock the following day.

Unbelievably, Oracle leadership blamed its woes on newly hired sales representatives, saying, “Since we’ve been adding literally thousands of new sales reps around the world, the problem was largely sales execution, especially with the new reps, as they ran out of runway in Q3…We’re training the new reps on managing the sales process, and the importance of establishing a quarterly rhythm on their deals.”

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Tags: executive performance, leadership principles, crm success stories, sales execution, CEO performance

Avoid an Act of Congress when Implementing CRM

Posted by Everett Hill on Sat, Jan 19, 2013

The monumental gridlock in the United States Congress nowadays would be amusing if there weren’t so much at stake. They just can’t seem to get anything done in a timely manner. Their struggle to execute reminds me of projects to select and implement major software such as CRM--all too often they fall short. Intentions are genuine and the resources appear to be right, but somehow the ingredients don’t gel to reliably deliver value to the business enterprise.

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Tags: crm success stories, crm implementation best practices, crm consulting