Northstar Software
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DS
Team Activity
Calling Ops
Outreach
Best calling segment
Warm inbound · T1
1 meeting / ~9 dials
Avg selling time
61% of day
▼ target 75%
Reps on plan
2 of 4
2 misallocated
Deals needing attention
11
late-stage, untouched 7d+
The questions you actually log in to ask
Best calling segment? Warm inbound · ICP Tier 1 — a meeting every ~9 dials, 6× more efficient than your cold list. Shift dials there. Are reps maximizing their time? Marcus and Renee are on plan (deal management first, then meetings), but Priya is over-prospecting (40% of her day) while 5 late-stage deals sit untouched, and Tom loses 44% of his day to admin. Rebalancing frees ~10 selling hours/week.
Which calling segment is working ranked by meetings / 100 dials
Efficiency, not just volume — where each dial is best spent.
| Calling segment | Dials | Connect % | Meetings | Mtgs / 100 dials | Verdict |
|---|---|---|---|---|---|
Warm inbound · ICP T1 | 120 | 34% | 14 | 11.7 | Best — do more |
Web visitors (high intent) | 180 | 28% | 15 | 8.3 | Strong |
Re-engaged closed-lost | 90 | 22% | 5 | 5.6 | Efficient |
Event / webinar leads | 140 | 18% | 6 | 4.3 | OK |
Cold ICP list | 400 | 9% | 8 | 2.0 | Low — reduce |
What your reps are doing daily ideal: deal mgmt › meetings › prospecting
Deal management #1
Taking meetings #2
Prospecting #3
Admin / non-selling
M
Marcus R.
Priorities in the right order
Deal mgmt 44% · Meetings 30% · Prospecting 20% · Admin 6%
On plan
R
Renee K.
High selling time, low admin
Deal mgmt 42% · Meetings 38% · Prospecting 18% · Admin 2%
On plan
P
Priya S.
5 late-stage deals untouched 7d+
Deal mgmt 30% · Meetings 22% · Prospecting 40% · Admin 8%
Over-prospecting
T
Tom B.
44% on manual entry — automate it
Deal mgmt 18% · Meetings 14% · Prospecting 24% · Admin 44%
Buried in admin