Connect Rate
Percentage of outbound calls that result in a live conversation with a prospect
What is Connect Rate?
Connect rate is the percentage of outbound calls that result in a live conversation. It shows how effective a team is at reaching people by phone.
A low rate means time is spent on calls that go unanswered, which limits productivity.
How this KPI is measured
- Function
- Sales
- Sub-function
- Outbound Prospecting
- Industry
- All Industries
- Type
- Leading
- Impact
- Operational
- Unit
- %
- Measurement frequency
- Daily / Weekly
- Formula
- (Live conversations / Total outbound calls) × 100
How to calculate it
Divide live conversations by total outbound calls, and multiply by 100.
For example, if reps made 1,000 calls and spoke to 120 people, the connect rate is 12%.
Count only real conversations with the intended person, and split by time of day, list and rep.
Where it is used
Improving calling
Find the best times and lists.
Assessing data quality
Spot outdated numbers.
Planning activity
Estimate calls needed per conversation.
How to improve it
Tips and common mistakes
- Follow calling regulations and do-not-call rules.
- Look at conversations that lead to meetings.
- Compare reps in the same role.
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