--- title: How Many Cold Calls Per Hour Should I Make? description: In the article we explain the process we use to determine the number of cold calls per hour a sales person should make. 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[June 8, 2021](Javascript:;) - [**](http://www.facebook.com/sharer.php?u=https://www.prosalesconnection.com/blog/how-many-cold-calls-per-hour-should-i-make) - [**](https://twitter.com/share?url=https://www.prosalesconnection.com/blog/how-many-cold-calls-per-hour-should-i-make) - [**](https://www.linkedin.com/shareArticle?mini=true&urlhttps://www.prosalesconnection.com/blog/how-many-cold-calls-per-hour-should-i-make) One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple answer. Before you can find the solution that best suits your situation, you need to ask yourself a few important questions: 1. What is the objective of my call? 2. What is the quality of my list? 3. Will I be using a CRM? 4. Are the calls cold (never been contacted) or are the calls warm (is this the second or third attempt)? 5. Will there be any additional sales-related activities required, e.g. quotes, order processing, and appointment scheduling? When you have answers to these important questions, you can calculate your cold call activity rate. ### How to Calculate Cold Calls per Hour To calculate the number of cold calls you should make per hour, let’s begin by making the following assumptions: 1. **Objective:** Book a meeting. 2. **List Quality:** Average. You have a company name, point of contact, and phone number. 3. **CRM:** Yes. 4. **Cold Calls:** This is the first attempt at this list. 5. **Sales Administration:** Meetings need to be scheduled. When you are making your first attempt at cold calls, we recommend that you spend a few minutes researching the company you are calling by looking at their website or doing a quick Google search on the company name. You can get bogged down and absorbed in this activity if you are not careful. I suggest you spend no more than two minutes per prospect on this type of activity and another one minute making a quick note in your CRM about what you have learned about the prospect. This will save you from having to look up the company again on your second attempt. *Average Cold Call Prep Time = 3 minutes.* When your objective is to book a meeting and you are making your first attempt at a contact, your average call time will be very short. You will spend a lot of time in “voicemail land” or being directed to other points of contact by a gatekeeper. These calls will usually average one minute over the course of a day. So, if you assume there will be only a few live contacts/conversations, then your average talk time per call will be about one-and-a-half minutes. *Average Talk Time/Call = 1.5 minutes.* After each call, you should learn something about your prospect that will “warm-up” your next call. You should allow at least another minute to disposition your first attempt in your CRM application and capture additional information such as: - Title from the prospect’s voicemail - Assistant/gatekeeper’s name - The best option on the automatic response system - Backup person’s name, cell phone number, vacation, or office schedule *Average Cold Call Disposition Time = 1 minute.* Finally, let’s assume that you book two meetings per day as a result of your efforts, and it takes about eight minutes to have the conversation with the prospect and to send out the meeting invitations. If you work an eight-hour day and your entire day is dedicated to cold calling, this activity will average two minutes per hour. *Scheduling Meetings = 2 minutes.* In summary, when we include pre-call research, the actual call, and post-call CRM updates, you should allow an average of seven-and-a-half minutes for each cold call. ***60 minutes divided by 7.5 minutes per call equals 8 cold calls per hour. *** ### Interested if a Cold Calling Plan will work for your business?** [![Book A Meeting](https://no-cache.hubspot.com/cta/default/112773/ce295ad9-f1d9-4d83-b88d-2ed170b10fc4.png)](https://cta-redirect.hubspot.com/cta/redirect/112773/ce295ad9-f1d9-4d83-b88d-2ed170b10fc4) ### Use the Cold Call Formula to Grow Your Pipeline In our experience, a diligent inside salesperson making their first pass through a new list will be able to easily achieve 8-10 calls per hour. The cold calls per hour will increase as the list becomes warmer and more refined over the next few calls. This will allow a good inside salesperson to average 10-12 calls per hour while effectively maintaining and updating information in the CRM. **Therefore, when asked how many cold calls per hour should an inside salesperson be able to make, a fair and reasonable response is 10 calls per hour.** To learn more about how to set more meetings and build a bigger pipeline, explore our website or [call us today](tel:832-365-0730) for assistance! ### [Mike Faherty](https://www.prosalesconnection.com/blog/author/mike-faherty) Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs. ### Related articles [![](https://www.prosalesconnection.com/hubfs/PSC-Jul-11-2025-10-15-10-4834-PM.jpg) What Fast-Growing B2B Teams Get Right About Discovery Calls ](https://www.prosalesconnection.com/blog/what-fast-growing-b2b-teams-get-right-about-discovery-calls) [![](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20General%20Images%20-%20WebP%20Compressed/A%20confident%20salesperson%20making%20a%20cold%20call%20with%20artistic%20%283%29.webp) Mastering B2B Cold Calling Services: The Art of Successful Outreach ](https://www.prosalesconnection.com/blog/mastering-b2b-cold-calling-services-the-art-of-successful-outreach) [![](https://www.prosalesconnection.com/hubfs/image-1-Nov-01-2022-07-24-44-9209-PM.jpg) 8 Effective Strategies to Close Deals as an EdTech Company ](https://www.prosalesconnection.com/blog/8-effective-strategies-to-close-deals-as-an-edtech-company) ### Subscribe now to receive relevant and informative B2B Sales and Marketing content! ## [**ProSales Connection, LLC**](https://www.prosalesconnection.com) [![youtube](https://www.prosalesconnection.com/hs-fs/file-1514256624-png/images/prosales-youtube.png)](https://www.youtube.com/c/ProSalesConnectionLLCSpring/featured)   [![LinkedIn](https://www.prosalesconnection.com/hs-fs/file-1518394222-png/images/prosales-linkedin.png)](https://www.linkedin.com/company/prosales-connection-llc)   [![Twitter](https://www.prosalesconnection.com/hs-fs/file-1518394227-png/images/prosales-twitter.png)](https://twitter.com/prosalescxn)   [![Facebook](https://www.prosalesconnection.com/hs-fs/file-1514256629-png/images/prosales-facebook.png "Facebook")](https://www.facebook.com/ProSalesConnection) [832.365.0730](tel:8323650730) [info@prosalesconnection.com](mailto:info@prosalesconnection.com) ## [Solutions](https://www.prosalesconnection.com/services-all) - [Sales Development](https://www.prosalesconnection.com/sales-development-services) - [Digital Marketing](https://www.prosalesconnection.com/digital-marketing-services) ## [Who We Help](https://www.prosalesconnection.com/industries) - [B2B Tech](https://www.prosalesconnection.com/b2b-tech) - [EdTech](https://www.prosalesconnection.com/industry-edtech) - [SaaS](https://www.prosalesconnection.com/industry-saas) ## [Resources](https://www.prosalesconnection.com/resources) - [Case Studies](https://www.prosalesconnection.com/case-studies) - [Blog](https://www.prosalesconnection.com/blog) - [Webinars](https://www.prosalesconnection.com/webinars) - [Podcasts](https://www.prosalesconnection.com/podcast) Copyright 2023    |    [ProSales Connection LLC](https://www.prosalesconnection.com/34y98234y234)    |    All Rights Reserved    |    [Privacy Policy](https://www.prosalesconnection.com/privacy-policy)