One of the leading indicators for sales success is to look at the number of appointments that a salesperson has each week. (This is not the only leading indicator that you should be looking at, but it is one of them.) The idea is that if a salesperson has a significant amount of appointments each week which involve finding needs, getting assignments, presenting solutions, or delivering a proposal, that this quality sales activity will lead to good solid revenue performance.
I think it’s fair to say that everyone in sales or in sales management would agree with this, so I’m not really going out on a limb having made that statement. But here is where I think there might be a flaw. I think many salespeople are confusing "I'll follow up with you next week" with "I have an appointment." To be clear, "I’ll follow up with you next week" does not mean you have an appointment.