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