Honestly I think I have the right way of thinking. No KPIs, no "you must make 120 calls a day" or anything of the sort.
My guys have a yearly revenue target they have to reach. If they get to those targets, they get large bonuses, trips etc..
A part of me still thinks that maybe we would grow far faster by having more aggressive KPIs. What's your opinion? Would you rather have specific short term targets and aggressive stats/KPIs, or a larger goal that you have to reach without managers breathing down your neck?