Our operating benchmark for a full-time outbound MSP sales rep is 100 dials a day. A brand-new rep should reach that standard by the end of their third week in the role.
If your rep is below that number, inspect the call block before changing scripts, blaming the market, or deciding the rep cannot sell.
Look at when the first call went out, the time between calls, long gaps in activity, research during prospecting time, notes and email after conversations, and internal work that may be pulling the rep away from outbound sales.
Keep the numbers separate, too.
A dial is an attempt. A connection means someone answered. A real conversation means the rep spoke with a prospect. A first-time appointment, or FTA, means the conversation produced a meeting with the right person or a confirmed path to the person who can approve the spend.
Once the activity is where it should be, you can inspect what happens on the calls.
Read Problem #1:
https://foxcrowgroup.com/insights/msp-sales-rep-not-making-enough-calls/
Schedule your free MSP Sales Diagnostic:
https://foxcrowgroup.com/insights/msp-sales-diagnostic/
#MSPSales #MSPSalesCoaching #ManagedServices