      Tomasz Tunguz Blog · 2020-04-29
      · 2227d
    

Sales Performance Benchmarking During COVID-19: Call Volumes, Deal Terms, and Regional Variance

Analysis of sales prospecting data from 10 million phone calls reveals significant pandemic-driven changes: cold call volumes dropped 67%, discovery calls fell 24%, and meeting volumes declined 11%. Beyond volume metrics, employment risk discussions surged 2.5x while customers increasingly requested extended payment terms beyond net-30.

10 metrics· Cited 0× in the knowledge base ·Open source ↗

Metrics in this report

Cold Call Volume Change

-67%

decline

All calls, coronavirus period vs baseline

Connect Rate Change

-10%

decline

Telephone calls, January to April 2020

Discovery Call Volume Change

-24%

decline

Sales discovery calls, coronavirus period

Hiring Freeze Discussion Frequency

2%

rate

Percentage of sales calls mentioning hiring freezes

Layoff Discussion Frequency

5%

2.5x increase

Percentage of sales calls discussing layoffs

Meeting Volume Change

-11%

decline in March

Sales meetings, March 2020

Net-30 Payment Term Requests

75%

early March

Sales conversations requesting net-30 terms

Regional Meeting Volume Change - New York

+2.5%

increase

New York state sales meetings

Regional Meeting Volume Change - Utah

-20%

decline

Utah state sales meetings

Timeline Risk Rate

2%

doubled from baseline

Percentage of calls where sales timeline risk identified