Why Sales Reps Lose Deals to Their Own Managers

Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams · Jun 5, 2026 · 8m · transcript

Lucas and Luna break down a counterintuitive finding from a recent study of 800 B2B sales cycles: more than a third of lost deals were killed not by a competitor or a price objection, but by the rep's own sales manager. They trace the problem to a specific behavior—the 'executive interrupt'—where a manager jumps onto a late-stage call and derails the rep's carefully built momentum. Using real examples from a med-tech case and a SaaS company that fixed the issue, they explore why managers override their reps, what the data says about win rates when that happens, and a…