Tracking your calling metrics is one of the most effective ways to identify where you can improve. For example, you might have a strong connect rate, say 21%, but a low conversation rate of 28%. That means only 28% of the people who answer your call stay on the line for more than 30 seconds. In this case, your introduction might be turning prospects off, or perhaps your discovery script needs refinement.
In another scenario, your conversation rate might be high, but your conversion rate is low. This suggests you’re having plenty of productive conversations, but you’re struggling to book follow-up meetings for deeper discovery and qualification — a classic challenge in cold calling. Don’t leave too much opportunity on the table for your competitors!
Without insight into these metrics, it’s impossible to know which areas you’re excelling in and where there’s room to improve.
In Selling.com you can review your Calling metrics at any time. Let's have a look and break down what you'll see.
At the top of the app click the Outreach tab and select Call Reporting.
🔑 Note: If you're the Admin of your Selling.com Account you will see all user's stats. Otherwise you will only see your own.
On the Call Reporting Page you'll see the following metrics:
Calls Completed
Calls Answered
Connection Rate
Conversations
Conversation Rate
Conversions
Conversion Rate
On this page you can also filter by a specific date range.
Let's break down some of the key metrics:
Connection Rate: this rate is determined by the number of calls answered/calls completed.
Conversations: Any call lasting longer than 30 seconds.
Conversation Rate: this rate is the number of calls that lasted longer then 30 seconds/number of calls answered.
Conversion: Any call with the call Disposition of Meeting Booked or a custom call Disposition where the conversion is Yes.
Conversion Rate: this rate is the number of conversions/number of calls answered.
I hope Call Reporting helps provide you with more clarity into your calling efforts and provides you valuable insight into your sales activity.
Click here to learn about our Call History page.
Reach out to your CSM if you have any questions via email or through the in app chat service.