Sales Leadership with Fexingo · 2026-09-01 · 12 min
Quota attainment has dropped to a six-year low across the enterprise software sector, yet most sales leaders are still treating it as a hiring problem rather than a structural one. In this episode, we look at how Salesforce and Adobe restructured their territory planning after the 2023 market correction, shifting from rigid geographic quotas to dynamic capacity-based assignments. We break down the specific math behind why assigning more reps to a shrinking pool of deals actually lowers overall revenue per head. You will learn the three diagnostic questions every sales VP should ask before setting next year's targets, and how to identify when your quota is not just hard but mathematically impossible given current win rates. This is about fixing the engine, not just driving faster. #SalesLeadership #QuotaAttainment #RevenueOperations #SalesManagement #TerritoryPlanning #SalesOps #EnterpriseSales #SaaS #FexingoBusiness #BusinessPodcast #SalesStrategy #WinRate #CapacityModeling #SalesCompensation #PipelineHealth #SalesEfficiency #LucasAndLuna #BusinessNews Keep every episode free: buymeacoffee.com/fexingo
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