Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Teams Fix Broken Incentive Structures
Most sales teams hit a wall when their best performers stop caring about the company’s actual revenue goals. This episode examines why traditional quota structures often reward volume over value, leading to churn and flat growth. We look at specific cases where companies shifted from gross-new-logo incentives to retention-focused comp plans, and how that change altered rep behavior overnight. We also discuss the psychological impact of 'quota stacking' on mid-tier talent and offer concrete steps for leadership to audit their current incentive matrices without triggering a compliance…
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