Outbound Prospecting & Cold Calling Benchmarks for Sales ...

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 21.4 Conversations per Week with Director, VP, and C-level executives / 4.3 Conversations per Day “(Side note: we don’t measure email conversations, but if we did we’d only count an email as a conversation if there are two round trips – you email prospect who replies, you reply, prospect replies again. This is a handy method from my friend Katie Azuma.)” The above, week in and week out across a year (not just for a three week stint), will yield something similar to the following Results metrics:

   In Outbound email analytics

2. At least 81.6% of contacts you add to your list should have direct dial phone numbers. “You need to add an average of 57.0 new contacts to your list per Week / 11.4 per Day” You need to average 603.9 Dials per Week / 120.8 Dials per Day

   In Outbound activity volume benchmarks

3. You need to add an average of 57.0 new contacts to your list per Week / 11.4 per Day “You need to average 603.9 Dials per Week / 120.8 Dials per Day” The Objective of all these activities is conversations with prospects.

   In Outbound activity volume benchmarks

4. These are the Activities which are controllable input cold calling metrics: “At least 95.4% of contacts you add to your pursuit list should have pre-call research.” At least 81.6% of contacts you add to your list should have direct dial phone numbers.

   In Contact research

5. At least 95.4% of contacts you add to your pursuit list should have pre-call research. “At least 81.6% of contacts you add to your list should have direct dial phone numbers.” You need to add an average of 57.0 new contacts to your list per Week / 11.4 per Day

   In Required fields and data completeness

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.