Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
The Silent Killer of Sales Quotas
Sales leaders obsess over pipeline volume and quota attainment, but often ignore the one metric that actually predicts long-term health: the quality of the deals being closed. In this episode, we dissect how 'bad revenue'—deals with high churn risk, complex implementation hurdles, or unsustainable discounting—creates a false sense of security for both reps and managers. Using examples from enterprise software firms where aggressive Q3 targets led to Q4 collapses, we explore why sales teams should prioritize deal sustainability over sheer volume. Lucas breaks down the mechanics of…
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