Today’s modern reps move to new companies and roles every few years (or less). With this ever-shrinking sales talent lifecycle, enablement feels increased pressure to maximize productivity. That means finding better ways to focus and deliver readiness efforts (like training or coaching) when, where and how the sales force works.
This blog post was originally published by Rekener, now a Brainshark company.
Calls per opportunity measures the average number of phone calls a sales rep needs to make in order to open one opportunity or deal.
To measure calls per opportunity, you take your total number of calls made, and divide by the number of opps created.
For example, if a rep made 2,000 calls in a month and opened 14 opportunities, then their calls per opportunity ratio would be 2,000 / 14 = 143 calls per opp.
To measure calls per opportunity with Salesforce data:
First count the number of tasks that were created in the time period you are measuring, which have a task type of “call”. Then count the number of opportunities created in that same period. Then divide the calls by the opportunities.
To measure calls per deal with HubSpot CRM data
First count the number of engagements that were created in the time period you are measuring, which have an engagement type of “call”. Then count the number of deals created in that same period. Then divide the calls by the deals.
Sales scorecards can calculate calls per opportunity automatically,
and can measure them by sales rep, by account, or any other breakdown. Check out our scorecards solution to see how you can calculate calls per opportunity by sales rep automatically.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.