What Makes Your Reps Successful

In this short segment of the Revenue Builders Podcast, Battery
Ventures Operating Partner, Bill Binch, talks with Revenue
Builders on getting specific on what makes your reps successful
and the importance of understanding that success profile as a
CRO. If you are hiring in 2025, don’t miss this segment. 


KEY TAKEAWAYS


[00:00:27] - Introduction to Bill Binch's career highlights
(Battery Ventures, Pendo, Marketo).
[00:01:11] - The importance of having a clear and compelling
personal and company value proposition as a CRO.
[00:02:17] - Lessons from Marketo: Hiring top talent and being
ruthless about performance in the early days.
[00:03:15] - Defining traits of successful sales reps and
discovering the “Monday Morning Meeting Rule.”
[00:04:11] - Inputs that predict outputs: The critical metric of
nine weekly customer-facing meetings.
[00:05:02] - Structuring onboarding and enablement to align
activity with success expectations.
[00:05:38] - Setting success profiles in interviews to align
hiring with organizational goals.


HIGHLIGHT QUOTES


[00:01:11] - "As a CRO, if you're not audible-ready with your
employee value prop or your own story, you're at risk. You're
really at risk."
[00:02:56] - "If you weren’t cutting it at Marketo in 60 days, it
was a hard place to be. That ruthlessness shaped our
success."
[00:03:48] - "Our reps who start the week with nine
customer-facing meetings consistently hit quota. Meetings
multiply."
[00:05:02] - "We shifted enablement from outputs to
inputs—measuring activity first to build downstream
results."
[00:05:38] - "When you start here, this is what we’re going to
manage you to. Does that sound good?"


Listen to Bill’s Full Episode Here:
https://revenue-builders.simplecast.com/episodes/a-revenue-builders-journey-from-seller-to-leader-to-operating-partner/


Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:
https://hubs.li/Q02R10xN0


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging