Key Sales Lessons from Oracle’s 4th Quarter Miss
JUNE 30, 2013
Oracle just missed its 4 th quarter number for the first time in a decade. In contrast, forward-looking, courageous companies, like Oracle, hire into the soft economy. This results in market share gains. Why is it taking Oracle too long to ramp the new reps? Oracle’s onboarding program is based on the waterfall method. Let’s not beat up Oracle. Training organized in “sprints”. Training happens in the field, not in the class room.