Salesloft data is broadly organized by "calls" and "dials." Here are specifics on both.
The Salesloft integration on Malartu requests all data from the Calls endpoint on the Salesloft API.
This response data is split into two primary reports in Malartu: People and Cadence.
- People: The purpose of the people report is to analyze the number of calls/dials made by one person within the Salesloft organization, filtered by disposition and sentiment. For this report, we ignore call objects that do not have a User ID.
- Cadence: The purpose of the cadence report is to analyze the number of calls/dials made within each cadence in the Salesloft organization, filtered by disposition and sentiment. For this report, we ignore call objects that do not have a Cadence ID.
Within either the people or cadence reports you will notice two metrics: "Calls" and "Dials." These have two distinct definitions on Malartu.
Calls vs Dials
- Calls: The number of call objects we receive from the Salesloft API, broken down by either rep or cadence depending on the report.
- Dials: The sum of all recordings within the call objects we receive from the Salesloft API, with a minimum of 1 recording per call object (ie. If a call has 0 recordings, we count this as 1 dial).
In most Salesloft organizations, Calls represent the unique number of contacts a rep has dialed into, while Dials represent the number of physical times a dial was made.
Navigating calls vs dials in dispositions and sentiments
It's important to consider the difference between calls and dials when you analyze sentiments and dispositions. For example, if your goal is to measure the number of phone actions a rep took, you would likely want to analyze Dials.
However, if your goal is to measure the number of demos booked (an outcome), you would likely want to analyze Disposition > Demos Booked > Calls. Calls would measure the unique number of demos booked, while some demos may have required multiple dials to get booked.
Drawing a connection between these two factors, you may want to create an efficacy KPI like "Dials to Demos" where you divide the number of demos (calls) by the number of dials (dials).