# Why Your Sales Reps Are Ignoring the Right Deals

Page: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/why-your-sales-reps-are-ignoring-the-right-deals
Text version: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/why-your-sales-reps-are-ignoring-the-right-deals.md
Podcast: [Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams](https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713)
Published: 2026-06-13T19:14:39+00:00
Episode link: https://audio.fexingo.com/business/sales-leadership/episode-0050.mp3
Audio file: https://audio.fexingo.com/business/sales-leadership/episode-0050.mp3
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JSON: https://stenobird.com/v1/public/podcasts/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/episodes/why-your-sales-reps-are-ignoring-the-right-deals
Duration seconds: 805

## Resource

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

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