How to Calculate Calls per Demo

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.

Rekener calculates 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 Rekener automatically calculates 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.

 

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran its customer success and renewals function, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta.

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