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 demo measures the average number of calls a sales rep needs to make in order to set a demo.
To measure Calls per Demo, you take the total number of calls made by a rep in a given period, and divide by the number of demos the rep set in that same period. Calls per Demo is a top of the funnel metric that indicates how efficient a given rep is with the calls they are making.
For instance, if a rep made 1,500 calls in a month and set 25 demos, then their Calls per Demo would be 1,500 / 25 = 60 Calls per Demo.
To measure Calls per Demo with Salesforce data:
First count the number of tasks created in the time period you're measuring, which have a task type of “call”. Then count the number of events that have a type of "demo", where the demo date is in that same period. Divide the number of calls by the number of demos to get the Calls per Demo ratio.
To measure Calls per Demo with HubSpot CRM data
First count the number of engagements created in the time period you're measuring, which have a type of “call”. Then count the number of engagements that have a type of "demo", where the demo date is in that same period. Divide the number of calls by the number of demos to get the Calls per Demo ratio.
Sales scorecards calculate Calls per Demo automatically,
and can measure it by sales rep, by account, or any other breakdown. Check out our Sales Rep Scorecard app to see how you can automatically calculate Calls per Demo by rep. In the Sales Rep Scorecard app, you can also benchmark reps against their peers to see if they are performing better or worse on metrics like calls per demo.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.