Salesloft connect rate: how to measure it and raise it
Your connect rate is the share of calls that reach a person: calls connected divided by calls made. The useful version splits it by number, caller ID, time, rep and source, because one team-wide figure hides which of those is holding you back.
- Agree once which call outcomes count as a connect, and keep it
- Compare against your own last 30 days, not someone else's benchmark
- The five levers: the right number, a healthy caller ID, the right time, clean data and good sources
Measure it the same way every time
Connect rate is simple to define and easy to get wrong. Two choices change the number:
- What counts as connected. Salesloft lets your team set up its own call dispositions and sentiments (see the Salesloft help centre). Decide which ones mean "reached a person", write it down and don't change it mid-quarter.
- Calls or people. Calls connected ÷ calls made tells you about dialling. People connected ÷ people dialled tells you about reach. Twenty dials to one person look very different in each.
Published benchmarks vary so widely by market, list and calling style that they rarely help. Your own trend does: the last 30 days against the 30 before, split the ways below.
Split it five ways
- By phone field. Mobile, office and home connect at very different rates. If reps dial the first number on the record, the field order decides a lot.
- By caller ID. A number flagged as spam connects far less than the same calls from a clean one. See why calls show as Spam Likely.
- By hour and day, in the person's own timezone. See finding the best time to call.
- By rep, but only against what others get on the same numbers and caller IDs. A rep given poor numbers isn't a weak rep.
- By number source. Which provider or list a number came from. Hit rate is what you're sold; connect rate is what you get.
Then raise it
- Put each person's best-connecting number where reps and dialers look first.
- Replace caller IDs that have stopped connecting, and move their reps to healthy ones.
- Flag wrong, dead and invalid numbers so views skip them, and find replacements.
- Call people in the hours they actually pick up.
- Spend credits with the providers whose numbers connect, not just the ones that return a number.
Pulsar Connect does the splitting and the fixing from your Salesloft call history: best numbers and best times written to each record, caller ID alerts, number cleanup and source comparison. Pulsar Insights shows the call reports by week, hour, phone field, country, source, rep and cadence step. See Pulsar Connect
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