Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Sales Teams Overquote Their Best Reps
Most sales leaders think quota should be a stretch goal, but data suggests the opposite. In this episode, Lucas and Luna unpack why over-quoting your top performers creates hidden churn and distorted pipeline visibility. They examine the specific mechanics of how aggressive targets skew behavior, leading reps to prioritize short-term wins over long-term account health. Using a concrete example from a mid-market software company that adjusted its attainment metrics, we reveal how lowering quotas for elite reps actually increased net revenue retention by four percent. This is a practical look…
The skinny
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