Measuring rep activity in Salesloft fairly
To compare reps fairly, count the people and accounts each one worked, not just calls logged, and measure per day actually worked. A rep on holiday for two days, or one who changed pod mid-month, should not look like your weakest.
- Count distinct people dialled, connected, pitched and booked
- Use a manday: a day a rep really worked, by one rule for everyone
- Compare totals, per rep and per manday, against the period before
Why raw activity misleads
- Calls aren't people. Twenty dials to one person and one dial to twenty people log the same number of calls.
- Days off skew weeks. A rep out for two days looks 40% less productive.
- Teams change. When reps move pods, reports that use today's teams rewrite last quarter.
The measures that hold up
- People added to cadences, dialled, connected, pitched and booked, each counted once. Accounts too.
- Calls made and connected, so you see call connect rate and people connect rate side by side.
- Mandays: a day the rep worked, by a rule such as "10 or more calls".
- Ratios you name, such as Booked ÷ Connected, or booked per manday.
Compare like for like
- Switch between the total, the average rep and the average manday, so a 7-rep pod and a 12-rep pod compare fairly.
- Give group memberships dates, so a rep counts for the right pod on the right days.
- A team's rate is its own rate, not an average of its reps' rates.
- Compare with the same point in the period before.
Salesloft's own analytics cover activity well (see the Salesloft help centre). The measures above are the ones teams usually rebuild in a spreadsheet every Monday.
Pulsar Insights counts distinct people and accounts dialled, connected, pitched and booked, per rep, team or your own groups (with dates for moves), in totals, per rep or per manday, and lets you build dashboards with your own formulas. See Pulsar Insights
Related guides
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