Overview: Total number of unique individuals emailed, called, or met with in a given time period, where the rep has not interacted with that individual for at least six months.
Why it’s important: The number of new contacts touched in a time period is important as it indicates the breadth of top-of-funnel outreach, and the depth of that outreach when paired with the New Accounts Touched card. This informs how wide the top of the funnel is for SDRs and AEs. New contacts touched also indicates the rate at which AMs and CSMs are being introduced to new customers and adding new potential champions within their existing accounts.
Who it’s useful for: All sales and customer success employees.
Definition: For an individual, the total number of unique individuals, as determined by email address, that the rep has emailed, logged a call against, or included on a calendar invite for a meeting on the calendar within the timeframe selected, where that rep has not interacted with the individual in question during the prior 180 days.
What data is used?: Outgoing email data from each individual’s Gmail account, call data as logged via tasks in Salesforce, and calendar invites from each individual’s Google Calendar. Emails and attendees on calendar invites will only be included in the calculation if they are sent to a corporate email domain or to an email address that appears on a Contact or Lead in Salesforce.
Alerting: This alert is based on the total number of net-new unique contacts touched in the trailing 30 day period. Alerts compare the trailing 30 days to the historical six-month trend for peer alerts, or to the same trailing 30 day period for peer alerts and goal alerts.
Back of Card: The data on the back of this card shows, for each new contact touched, the name or email address of the contact, the number of emails, calls, and meetings with that contact in the selected timeframe, the name of the associated account (if any), the stage of the associated opportunity (if any), and the type, tier, and industry of the account in Salesforce (if any).
How to use it: Just like New Accounts Touched, this metric should be consistently kept within a target range for those roles doing prospecting activities - where you want to target above a certain threshold to ensure broad enough top-of-funnel sales outreach, but numbers that are too high may indicate a "spray-and-pray" approach instead of engaging with each individual in an appropriately tailored cadence.