The Real Reason Your Sales Team Misses Quota

Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams · May 21, 2026 · 8m · transcript

Most sales leaders blame poor execution when teams miss quota. But the real culprit is often buried in the data: a misaligned incentive structure that rewards activity over outcomes. In this episode, Lucas and Luna dig into a 2025 study of 400 B2B sales teams that found the top predictor of quota attainment wasn't rep skill — it was how compensation plans were designed. They walk through a specific case: a mid-market SaaS company that flipped from 62% attainment to 91% in two quarters by changing one variable in their comp model. Along the way, they discuss the 'activity trap,&#x27…