What We Learned From 5 Million Sales Calls

What we learned from 5 million sales calls

Front RoW Solutions

Did you know that 75% of sales reps make sales calls for less than 5 hours per day? They typically don’t start until 10 a.m. and are finished by 3 pm.

How do we know this?

These analytics were derived from over 5 million sales calls from companies with transactional sales teams in pharmaceutical, medical, part suppliers, plumbing, manufacturing, beverage, food services and cosmetics industries. Front Row CRM is a real time reporting system – sales reps submit their sales reports immediately after a customer interaction.

It takes less than 60 seconds and can be done while waiting at the elevator or walking to the car. Each sales report is date and time stamped at time of submission.

Below are the analytics gleaned from these 5 million sales calls:

Key Takeaways:

An even distribution of sales calls over an 8-hour day would be 12.5% of calls made per hour (100%/8 hours).
Only 5% of calls were made before 9 am.
Over 25% of all sales calls were done between 10 and 11am. The challenge for management is to get the other hours in the day as productive.
Over 75% of sales calls were done between 10 am and 3 pm, a 5 hour period.
Only 4% of sales calls were done after 5 pm.
60% of calls were done in the morning (before 12 pm).
Reduced activity over the lunch hour at 6.7% (between 12 and 1 pm).

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