Don Gray is off actually consulting, so I’ll take up the cudgel on the age-old sales quota question: are they attainable?
When sales reps are hired on, they normally are given quotas for the first quarter, six months, etc., based on past performance of new hires. After than, for many small businesses, it’s ‘just sell, baby’. More than you did last year. But, in many cases, owners don’t work with their reps on HOW to achieve more sales: higher close rate (and how to do it), better appointments/demos/better qualification. The mechanics of how to get there have to be explained again, and aren’t.
Keenan at A Sales Guy offers his perspective at http://asalesguy.com/2012/07/24/why-sales-quota-must-be-perceived-as-achievable/