How to Calculate Calls per Opportunity

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.

Rekener calculates calls per opportunity 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 calculates calls per opportunity by sales rep automatically.

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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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