Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Your Best Sales Rep Just Ghosted the Pipeline
Lucas and Luna dig into a pattern that sales leaders are quietly talking about in mid-2026: the rise of the 'pipeline ghost' — a top-performing rep who stops prospecting, stops qualifying, and starts cherry-picking only the easiest deals. They trace the problem back to a single compensation design flaw at a real mid-market SaaS company, where a rep who closed $2.3 million in year one collapsed to $600,000 in year two. They unpack the behavioral economics of quota attainment, the hidden cost of over-indexing on closing comp, and a specific fix using 'activity gates' — a…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.