How it's worked out
A set counts when the prospect agrees a date and a time. It isn't the meeting. Some of those meetings get moved and some don't happen at all, so most teams count two numbers: sets booked and meetings held. The share of sets that turn into held meetings is the show rate.
On a team that splits the work, an SDR or an appointment setter books the sets and an account executive runs the meetings. On a small team one person does both, and the set is the first step of their own week.
Worked example, with made-up rates: 1 in 5 of your calls reaches a person, and 1 in 8 of those conversations ends in a set. That's 40 calls for one set. If 3 in 4 sets turn into a held meeting, each held meeting takes about 53 calls. So 5 held meetings a week is roughly 270 calls, or 54 a day.
Get the conversation-to-set rate from 1 in 8 to 1 in 6 and the same 5 meetings take about 200 calls. That's why the rate is worth as much attention as the dialling.
Where it shows up in your week
The week's count is what your manager asks about. The activity log records each call and set in one tap, and the board moves within seconds.
Related terms
Questions reps ask
A set is the booking. A held meeting is the booking that happened. Count both, because a week of sets that don't show still ends with no meetings.
Often. An SDR books meetings and usually qualifies the prospect first. Some companies hire appointment setters, often part-time or outsourced, only to fill the calendar.
Usually a base plus a fee per set or per held meeting. Paying per held meeting stops the calendar filling up with bookings that never show.
One the prospect turns up to, with the person who can decide in the room. Agree that rule with whoever runs the meeting before you start counting.