Sales by Contact Method
Monitor which contact methods are most effective at generating sales.
Sales by Contact Method
- Email$72.3k
- Self-Serve$32.5k
- Phone$28.6k
- In Person$17.5k
What is Sales by Contact Method?
Sales by Contact Method measures which outreach channels, such as email, phone, or in-person meetings, generate the most sales. It tells you where to focus your team's time and budget to close more deals.
Why this metric matters
Not every contact method delivers the same return. Email is low cost and scalable. Phone calls are more personal. In-person meetings take the most time and money but often win the highest-value deals.
Tracking Sales by Contact Method shows you which channels are actually driving revenue, not just activity. That clarity helps you stop guessing and start allocating your team's effort where it pays off most.
It's also worth pairing this metric with sales rep performance metrics. Some reps close better over the phone; others shine in person. Knowing both dimensions helps you assign the right rep to the right channel for the right prospect.
Key terms
Before tracking this metric, align your team on what each term means:
Contact method: The channel your sales representative uses to communicate with a prospect. Common methods include email, phone, video call, and in-person meetings.
Contact cost: The expenses tied to a specific outreach method, such as long-distance charges or travel costs for on-site visits.
How to read the results
A strong result looks different depending on the method:
Increasing sales volume or value through a low-cost contact method signals a highly efficient channel worth scaling.
Decreasing reliance on a high-cost, low-yield contact method frees up budget for channels that convert better.
In-person contact tends to produce higher win rates, but the travel costs make it expensive per contact. Reserve in-person outreach for high-value prospects. Use email or phone for earlier-stage or lower-value opportunities.
How to track Sales by Contact Method
Consistent tracking starts with tagging every deal in your CRM by the primary contact method used to close it. From there, you can calculate win rate, average deal size, and total revenue by channel.
Sales KPI dashboards make this visible without anyone having to pull a report manually. When the numbers are always current and in one place, your team can act on them instead of waiting for someone to compile them. Browse Sales dashboards to see how other teams are monitoring channel performance alongside their other key metrics.
