Dials per Hour

What is Dials per Hour?

Dials per Hour measures how many calls a sales or customer success team makes in a single hour. It tracks outreach activity so you can see whether your team is making enough contact to build a healthy pipeline.

How do you calculate Dials per Hour?

Dials per Hour = Total Number of Dials / Total Hours Spent Dialing

Who uses Dials per Hour?

Sales Managers and Team Leads use this KPI to gauge productivity, spot coaching opportunities, and confirm that daily effort lines up with pipeline targets. It answers a question every sales leader needs to answer: is the team generating enough conversations to hit the number?

For a growing business in SaaS, professional services, or consumer goods, Dials per Hour gives you a clear, consistent measure of outreach activity as the team scales. You stop guessing and start managing with evidence.

What's a good Dials per Hour benchmark?

Benchmarks vary by sales motion and call complexity:

• High-volume outreach: Teams running cold calling campaigns for transactional sales often target 25 to 30+ dials per hour.
• High-touch sales: Teams working complex enterprise deals, where each call requires preparation, may see 5 to 10 dials per hour as a realistic target.

Start by measuring your current average. Set incremental targets from there rather than borrowing a number from a different sales model.

Why Dials per Hour matters for decisions

Activity volume is a leading indicator. When pipeline dries up, Dials per Hour often shows the problem weeks before it appears in revenue. Monitoring this metric consistently means you catch the dip early, adjust resourcing or coaching, and avoid scrambling at the end of the quarter.

It also keeps individual accountability clear. When everyone sees the same number in real time, there is no ambiguity about what "good" looks like on a given day.

Track Dials per Hour without the manual work

Pulling call counts from your CRM into a spreadsheet, then pasting numbers into a tool that has no memory of last week, is slow and error-prone. A real-time dashboard eliminates that loop.

With Klipfolio Klips, Dials per Hour updates automatically alongside the other sales KPIs your team relies on. Your managers see the full picture without chasing numbers, and your reps know exactly where they stand. One consistent view, always current, shared across the team.