Founder
200 calls, ₹34 lakh of new revenue.
Me
That is about ₹17,000 per call. Something is broken.
I tracked this at a B2B company doing about ₹42 Cr ARR. Eight salespeople, more than 200 calls a month each. Revenue had been flat for three quarters.
Where 200 calls actually went
→
42% to unqualified prospects
→
28% follow-ups with no decision-maker access
→
18% genuine opportunities
→
12% admin calls
Out of 200 calls, only 36 were real selling conversations. The rest was expensive noise
The founder thought he had a performance problem. He had a targeting problem. We did not train the salespeople. We fixed what goes into the call list.
₹34L
new revenue a month
→
₹94L
same team, same 200 calls
Almost 3x — not from more activity, from better targeting.
What share of your team's calls are actually to qualified prospects?
Related: Stop giving every prospect the same effort — how to decide who gets called first.