topic Re: How can I count how many calls is needed to convert a prospect? in Dashboards & Reporting

How can I count how many calls is needed to convert a prospect?

RodrigoAddor — Thu, 10 Jan 2019 11:54:09 GMT

Hi!

I struggling to get the data of how many calls each SDR needs to convert a prospect in a client.

I tried in that way:

Using the filter "Lifecycle stage: has ever been any of Marketing Qualified Lead", to select just the ones converted and "Activity type: Calls".

The best option would be a way to divide this number by the contacts, so we would get the average.

You guys have any other idea to get this data?

Thanks :))

Re: How can I count how many calls is needed to convert a prospect?

jennysowyrda — Wed, 16 Jan 2019 20:25:25 GMT

Hi @RodrigoAddor,

I think what you are doing so far sounds like a great start! I want to pull in some other users to see if they have any input or suggestions for you.

@Yeti_Mike, @dperry do you have any suggestions for @RodrigoAddor?

Thanks,
Jenny

Re: How can I count how many calls is needed to convert a prospect?

Yeti_Mike — Thu, 17 Jan 2019 14:27:32 GMT

Hi @RodrigoAddor and thanks for the shout out @jennysowyrda!

I'd say you're off to a great start, however my first instinct is to make sure the call activity data you're looking at is up until the point they became a Marketing Qualified Lead. To do this, you could utilize the native date stamp fields that HubSpot has for each Lifecycle stage:

Became a subscriber date
Became a lead date
Became a marketing qualified lead date
Became a sales qualified lead date
Became an opportunity date
Became a customer
Became an evangelist date

That way you can view your Marketing Qualified Leads for a given time period, and then monitor call activity volumes to those folks during the months they started off as a Subscriber or a Lead leading up to the point when they became a Marketing Qualified Lead. That may help tell a more accurate story.

Let me know if this helps or if you have any further questions!

Best regards,

Mike

Head of Marketing & Operations

Measured Results Marketing - HubSpot Diamond Partner