Dials per Hour Metric

What is Dials per Hour?

A key measure of productivity, the Dials per Hour KPI tracks the volume of calls your sales or customer success team makes every hour. It’s a straightforward way to monitor activity levels and ensure your team is engaging with enough customers and prospects to hit your targets.

How do you calculate Dials per Hour?

The formula for Dials per Hour is:

Who uses Dials per Hour?

This KPI is essential for any leader managing a team that relies on phone outreach. Sales Managers and Team Leads use it to gauge team and individual productivity, identify coaching opportunities, and ensure consistent effort. It helps answer a critical question: is the team making enough contact to build a healthy pipeline?

For a growing business, especially in sectors like SaaS, professional services, or consumer goods, monitoring this metric helps scale sales operations effectively. It provides a clear, data-backed foundation for performance management as the team expands.

What's a good Dials per Hour benchmark?

A good benchmark depends heavily on your industry and the nature of the calls.

• High-volume outreach: Teams focused on cold calling for transactional sales might aim for 25-30+ dials per hour.
• High-touch sales: Teams in complex enterprise sales cycles, where each call requires significant research, may have a much lower benchmark of 5-10 dials per hour.

The key is to establish a benchmark that reflects your specific sales process and goals. Start by measuring your current average and set realistic, incremental targets for improvement.

Take your call team monitoring to the next level

Are you tired of manually tracking sales activities in spreadsheets? That process is often slow, full of errors, and makes it hard to see what’s really happening.

With a real-time dashboard, you can automatically monitor Dials per Hour alongside other critical sales KPIs. This gives you an always-on, accurate view of your team's performance so you can make smarter, faster decisions. Get everyone on the same page and build a more productive, data-driven sales engine with Klipfolio Klips.