[mswen]

No great answers for you. Have worked with enterprise sales people in several different contexts. The most successful ones have each been unique. I have seen a start-up burn through its VC funded runway much faster than necessary by investing IMHO too heavily in sales people who still didn't close enough deals. Now in truth it might just be that the product to market fit just wasn't compelling enough.

In other settings it was apparent to me that 1/3 to 1/2 the sales force was a net negative for the company. The problem is getting those people cycled out to make way to try another person. And, here is another thing it often takes 6 months to even a year to figure out who is good and who needs to be let go.

Good luck!