How many Sales Calls should my face-to-face sales personnel be doing per week? What is realistic best practice?
This is a good question and sales is ultimately all about the quantity and quality of activity – and the output that it creates. We are strong believers in Sales Managers having realistic, established benchmarks around Leading Indicators, of which Number of Calls Per Week is one. Typical benchmarks for face-to-face sales calls in Australia and New Zealand are as follows:
- Transactional / low value products: 5 per day
- Consultative selling environments: 3 per day
- Major Accounts / long sales cycle: 2 per day
You should be utilising your CRM to capture this data and to track the correlation between calls made and sales pipeline health. In face-to-face selling environments, the number of (quality) sales calls made is the best predictor of sales success.
