Touches-to-Meeting Ratio
Average number of outbound touchpoints required to book one meeting
What is Touches-to-Meeting Ratio?
Touches-to-meeting ratio is the average number of outbound activities needed to book one meeting. It shows how efficient prospecting is.
A lower number means less effort per meeting, so it helps plan how much activity a team needs.
How this KPI is measured
- Function
- Sales
- Sub-function
- Outbound Prospecting
- Industry
- All Industries
- Type
- Lagging
- Impact
- Efficiency
- Unit
- #
- Measurement frequency
- Weekly / Monthly
- Formula
- Total outbound activities in period / Meetings booked in period
How to calculate it
Divide total outbound activities by meetings booked in the period.
For example, if a team made 10,000 outbound touches and booked 80 meetings, the ratio is 125 touches per meeting.
Compare by channel, list and rep to find the most efficient approaches.
Where it is used
Planning activity
Estimate touches needed for a meeting target.
Improving efficiency
Find better approaches.
Comparing reps and lists
Learn from the best.
How to improve it
Tips and common mistakes
- Lower is better, but not at the expense of meeting quality.
- Use the same activity definitions.
- Track over enough volume.
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