What would you say a reasonable amount of dials during cold calling/following up should be during an 8 hour day? Do you cold call, follow up, close the sale, and provide customer service to your clients? If so, what would you say a reasonable amount of calls and/or time on the phone should be?

I am trying to get a feel on what others do. I want to change the way my team does things and want to get ideas.

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Use call blocks. Set aside 3/4 one hour time slots per day to move all distractions and just dial. The rest of the day can be used for the other things you’ve mentioned. >60 calls per rep per day like this.


I think it depends on your tenure and the number of things you have going on. A newer sales person who is only prospecting and doesn’t have follow up or service to do should be able to make between 30-60 dials per day to total between 2-3 hours per day no problem. They spend the rest of that time doing research, organization, and in meetings to learn. As an employees book of business grows, that number can decrease but should never super significantly drop because they could always lose a client and so it’s important to always prospect. There will be days where the number fluctuates depending on what they have to do and it’s important to take that into account


Depends on the sales cycle and type of sale. In a transactional selling environment creating call blocks during the golden hours is crucial. But to others point it depends on a few other factors in regards to type of selling you’re doing.

SMB transactional is usually 70% cold calling, 20% prospecting / setting up sequences, and 10% followup. At least in my experience.


I’m a manager and I still research 20ish new numbers at the end of my day and bang out 70 or so from 9:00-11:30am. Honestly, that work ethic has gotten me where I am and kept things moving during Covid. Work-life balance is not what most people would call great, but I make the best of my off time.


I lead gen for my team right now to make sure they get as close to or hit quota. If I have time I'm am bring y'all a dime! My work life balance is trash right now too, buts it helping keep on track.

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