Why Your Sales Reps Are Ignoring the Right Deals

Episode notes

Episode 50 of Sales Leadership with Fexingo. Lucas and Luna dig into a counterintuitive problem: sales reps who avoid high-probability, high-value deals in favor of long-shot or low-margin ones. They unpack the psychology behind deal selection bias — why reps chase the 'fun' chase instead of the sure thing — and share a specific framework from a manufacturing software company that cut its sales cycle by 18 days by training reps to kill deals earlier. Lucas brings his own experience as a former rep who once wasted four months on a deal he should have disqualified in week two. Luna challenges whether managers can really change this behavior without changing comp plans. The episode includes a concrete 3-question screen any rep can use before investing discovery time. #SalesLeadership #Business #FexingoBusiness #BusinessPodcast #SalesReps #DealSelection #SalesPsychology #SalesCycle #DiscoveryCalls #SalesManagement #QuotaCarriers #RevenueTeams #ManufacturingSoftware #DealDisqualification #SalesFramework #Compensation #SalesBehavior #SalesTraining Keep every episode free: buymeacoffee.com/fexingo