Northstar Software · Set Meetings

Calling Ops

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DS
Team Activity
Calling Ops
Outreach
Dials (7d)
1,043
▲ 6% WoW
Connect rate
19%
▲ 2 pts
Median speed-to-lead
5.4 hrs
SLA is 1 hr
Meetings set (7d)
31
1 per 34 dials
Calling ops — speed is your biggest leak

Only 26% of leads are called within your 1-hour SLA; the median is 5.4 hours, and leads called after 4 hours convert 4× worse. Your warm-inbound segment sets a meeting every ~9 dials — 6× your cold list — yet reps still spend 38% of dials on cold. Best calling window is clearly Tue–Thu, 10am & 2pm. A prioritized queue + earlier callbacks recovers ~14 meetings/yr with no new leads.

Warm Audience Scorecard meetings / 100 dials

Which segments deserve the dials — ranked by efficiency, not volume.
SegmentDialsConnect %MeetingsMtgs / 100Verdict
Warm inbound · ICP T1
11834%13
11.0
Best — do more
High-intent web visitors
17627%14
8.0
Strong
Re-engaged closed-lost
9221%5
5.4
Efficient
Webinar / event
13817%6
4.3
OK
Cold ICP list
3969%7
1.8
Low — reduce

Speed-to-lead distribution

Time from lead created → first dial. Conversion falls off a cliff after 1 hour.
< 1 hr
meeting rate 9.1%
1–4 hrs
6.0%
4–24 hrs
3.4%
1–3 days
1.9%
> 3 days
0.7%

Only 26% of leads hit the <1hr SLA. Move that to 60% and you roughly double meetings from the same leads.

Best time to call connect index

Connect rate by day & hour. Darker = more live conversations.
8a10a12p1p2p4p
Mon
30
42
55
38
28
20
Tue
48
72
90
60
66
44
Wed
52
80
84
58
70
50
Thu
46
76
88
54
64
40
Fri
34
50
44
30
22
14

Peak windows: Tue–Thu, 10am & 2pm. RevOS front-loads the queue for those slots.

By rep — activity & outcome

Volume is only half the story — connects and meetings are the other half.
RepDials (7d)Connect %MeetingsStatus
RRenee K.
21224%11Efficient
MMarcus R.
18821%9On plan
PPriya S.
34112%7High volume, low connect
TTom B.
30210%4Wrong segments & timing

AI call summaries & coaching flags from recordings

RevOS transcribes every call, extracts next steps, and flags coachable moments.
Priya → Brightpoint RetailDiscovery

Strong rapport, but never asked who signs off or the budget range. Prospect raised “Vantage” — Priya didn't have a response. Next step booked for Thu.

MEDDIC gap: Economic buyerBattlecard needed: Vantage
Marcus → Cedar FoodsProposal

Clean value framing, tied ROI to their CAM overspend. No mutual action plan set, so close date is soft.

Add mutual action planGood: value-led
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