5 of my 7 reps are focused on the smaller to mid-sized business side of my sales team. Very activity based. One of my weaknesses as a manager has always been what to do after someone doesn't achieve a specific task/action. In this case, they are tasked with uncovering 3 new appts per week with new logos (new business).
This week, only 1 of my 5 reps hit that target. I have them (the underperformers) back in the office tomorrow for another scheduled prospecting block but if they dont hit the targets tomorrow, what next?
What is the most effective way to give "adjusting" feedback for these reps?