Helps One Understand Sales Call Statistics and How to Use Them

January 28 13:18 2023 Helps One Understand Sales Call Statistics and How to Use Them

Moving into 2023, people are more focused on developing data-based methodologies for reaching new leads, so it’s an important question. This article will go over some sales call statistics that will clarify whether sales teams should bother incorporating cold calls into their outreach strategies moving forward.

What Is Cold Calling?

Cold calling refers to the process of attempting to reach a potential customer by phone when the person has had no prior interaction with the company. It’s one of the oldest forms of telemarketing and remains a common technique. According to, consumers tend to dislike cold calls, and sales forces across the country keep making them for a reason. 

Increase in Answering

Things change in the world of consumer trends. Just like Restaurant sales are going up. But dining out is on the decline, and the answer rates for cold calls are going back up even as some digital marketing modalities drop in effectiveness. Year-over-year, sales teams have seen a 41.3% increase in answered calls since 2019.

Improvements in Conversation Quality

When sales teams use effective tools such as PhoneBurner to reach leads, they can expect to see improvements in conversation quality year-over-year. In 2019, the average time-on-call for sales representatives was only 1:76 minutes. By 2021, it reached 2:03 minutes, indicating improvements in conversation quality and an increased willingness of people accepting cold calls to listen to and potentially respond positively to a full sales pitch.

Best Times of Year to Call

Although the sales teams that have the best results make cold calls year-round, there are several statistics that point to Q1 as the most productive fiscal quarter in which to make cold calls. Some industry insiders speculate that this trend is occurring among B2B sales calls because prospects tend to follow a distinct time frame for making purchases. They start the process by researching products in Q1, making decisions about spending in Q2, wrapping up negotiations in Q3, and winding down the purchase cycle in Q4. Sales teams that accommodate this purchase cycle stand to make more money. Sales managers can see this website to explore seasonal trends.

Best Days to Call

When it comes to days of the month, there’s a general trend towards greater success rates at the beginning of the month, which then declines steadily, but not drastically, towards the end of the month. The data in terms of days of the week is clearer. Monday, Tuesday, and Wednesday are all excellent days for cold-calling. On Thursday, Friday, and Saturday, answer rates are lower, and on Sunday, they are negligible.

Making the Best Use of Data

It would be a mistake to read too much into the data and assume it’s not worth having the sales team make outbound calls on a Thursday in late November. However, understanding cold-calling statistics can give managers and their sales teams a more reasonable idea of what to expect. Managers can also use the data to inform strategies for prioritizing lead generation vs. customer check-ins and other calls that are less likely to generate revenue.


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