When I worked as a salesperson I absolutely hated to have a sales quota.  It was alot of pressure to have to sell a certain amount each day or each week.  The manager would threaten us with a "write up" if we didn't meet that quota. 

Sure, there are some people who were motivated by fear and were able to meet their sales goals, but as for me, I just couldn't work well under that kind of stress.  All I could think about is what would happen if I didn't meet my quota.  I would then approach customers with an air of desperation, pleading with them in my mind to buy something...anything!  Little did I know back then that customers could sense when a sales person is desperate for a sale.  It's a big turn-off.

When it comes to sales training, I think the focus should solely be on teaching sales people how to make a connection with the customer. Take out the pressure of meeting quotas and make it all about communicating and listening well. Oftentimes sales people are so focused on "making the sale" that they are not even listening to the customer's needs or wants.

According to a study published by RainToday.com, 74% of 200 purchasers surveyed said they would be “much more likely” to buy from a sales person if the seller would simply listen to the buyer.

So think about taking away those sales quotas and start focusing on teaching salespeople the power of listening to customers. Having sales goals is fine, but don't put so much stress on the numbers or the "bottom line".