I have minimum number of appts that are expected to be set each week by my reps. Some do them and some don't. I have lengthened the leash a bit by not requiring them to be in the office (the lower tiered reps have assigned spaces but the tenured ones do not) and not having assigned blocks of calling time. I felt like I was babysitting them for most of the year and just pushed and pushed. I am trying to give them some freedom to prove to me that they can accomplish this small, but important, task. This morning, I took my entire team (8 reps, one support and one admin) to breakfast. We covered last weeks results and had about a 50% success rate with about 50% of them actually documenting the results into our SFA tool (also a requirement).
Every Monday, I have a call with my manager and my other two peers to discuss last weeks results. I am tired of being disrespected by my team by not meeting their goals for the week. I have sent out a meeting maker for an 8:45am call tomorrow morning just to reiterate the importance of this goal.
What is the most effective way to get my point across? Thanks!