10 Secrets From Leading Sales Execs

Ever wonder why some company’s sales programs are more successful than others?

During a recent forum at Emergence Capital that included Bill Binch, Marketo’s executive vice president of Worldwide Sales, followed by panels dedicated to sales efficiency and growth strategies with speakers from ServiceMax, InsideSales, Zendesk, Fuze and InsideView, I compiled 10 “sales secrets” based on their experiences.

1. Give sales reps transactions quotas, not revenue quotas. Binch joined Marketo in May 2008. To make a difference in the first 90 days and remove hurdles to closing deals, he changed quota metrics from revenues to transactions.