Cold calling is instrumental to any outbound sales development operation. Each of our SDRs make an average of 350 dials a week to actively build their sales pipeline.
Through constant work on perfecting gambits, objection handling and closing approaches, SDRs transform calls into conversations. Improving your craft is one way to help get a meeting scheduled, but what about fine-tuning your daily cadence and calling blocks? Sucessful SDRs can optimize their day around the best times to call prospects and improve their chances of scheduling a meeting.
At Reveneer, we track the outcome of every dial our SDRs make and follow which of those dials have converted to successful meetings, along with their respective time stamps. We have been tracking our call records and outcomes since January 2020, resulting in the collection of over 3,000,000 calls included in the data set. Through this research, we were able to provide the specific call block times that we KNOW have the highest odds of resulting in a meeting scheduled.
So when is the best time to call?
Cold Calling in the Morning
We know how vital it can be for an SDR to start their morning off strong. As the sun rises, millions of people are settling into their desks with a cup of coffee in hand and starting their work day. As the morning hours start to wind down, we see that SDRs have a higher success rate between 11:00 am – 12:00 pm, with SDRs generating approximately 16% of all meetings scheduled during this call block.
Gearing Up for the Afternoon
The afternoon is the perfect time to squeeze in another scheduled meeting with a prospect before the day ends. While analyzing data patterns, we saw that meeting scheduled success rates are higher in the afternoon. Whether that ramp-up in energy is from your lunch break or the caffeine is finally kicking in from your morning cup of coffee, 17% of all meetings are booked between 2:00 pm – 3:00 pm.
Why stop at hourly call blocks? Just for fun, let’s take a deeper dive…
Down to the Minute
We’ve broken it down even further to pinpoint the exact minute in which an SDR is more likely to schedule a meeting.
Here’s what we found:
11:06 am – 0.39% of meetings are scheduled
11:41 am – 0.43% of meetings are scheduled
2:26 pm – 0.40% of meetings are scheduled
2.49 pm – 0.45% of meetings are scheduled
2:50 pm – 0.50% of meetings are scheduled
As you can see there is a definitive pattern, with all of them falling within the 11 am – 12 pm and 2 pm – 3 pm call blocks. The most successful being 0.50% of meetings are scheduled at the exact time of 2:50 pm.
How are these insights useful and where can you go from here?
Use your sales team’s production data to transform your outbound SDR operation to be as efficient as possible. Find out the most successful times to call into your target market and continuously re-work your daily calling cadence to better your chances of turning cold calls into meetings.