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