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

Five Steps to Powerful Sales Goals

Posted by Everett Hill on Sun, Feb 17, 2013

Mile 25. “It’s still within reach,” I told myself, checking my watch as I approached the parking lot of the Pentagon. I pressed on through the agony that had been my companion for a full hour. This was my third attempt at breaking the magic four-hour barrier for a marathon. Despite dropping a critical 30 seconds at mile 22, I was hopeful I could fulfill my dream at the Marine Corps Marathon.

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Tags: sales coaching, leadership principles, setting sales goals

Build a Revenue Growth Strategy that Keeps You Off the Rocks

Posted by Everett Hill on Thu, Aug 09, 2012

On a recent vacation cruise I found myself chatting with Todd Burkhart, our ship’s captain, about the recent Costa Concordia disaster. Thirty-two people lost their lives on the coast of Italy as a result of their captain’s intentionally close approach to shore. As Captain Burkhart explained, “It wasn’t just a breakdown in the captain’s judgment; it was a breakdown in the entire chain of command. For the maritime industry, it’s the second that’s the most concerning.”

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Tags: leadership principles, business transformation, b2b sales strategy