Are you prospecting blindly without knowing what actually works? This is one of the most costly problems in sales: investing time and energy without measuring the real impact of your actions. Without concrete data, you repeat the same mistakes, miss your best opportunities, and make decisions based on gut feeling rather than facts. With Zeliq, track your performance in real-time, identify precisely what converts, and adjust your strategy with actionable data.
Essential metrics to track daily
Define your performance indicators
To effectively manage your prospecting, track these daily metrics in your routine:
Activity volume:
Number of calls made (target: 30-50/day)
Number of emails sent (target: 40-60/day)
LinkedIn connections sent (target: 10-15/day)
Engagement quality:
Responses received (target: 5-10/day)
Meetings booked (target: 2-3/day)
Qualified conversations (target: 3-5/day)
💡 Best practice: Create a simple tracking sheet (Excel or Google Sheets) to log these metrics at the end of each day. Compare your results day-to-day to identify trends and quickly adjust your effort.
Warning signals:
20%+ drop in activity for 2 consecutive days → Review your organization
Response rate dropping → Analyze your recent messages
Significant gap vs targets → Identify blockers
Analyze your conversion funnel
Map your prospecting journey
To identify friction points, document each stage of your funnel:
Example of typical weekly funnel:
1. Prospects contacted: 450
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2. Emails opened: ~180 (40%)
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3. Links clicked: ~54 (12% of opens)
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4. Positive responses: ~27 (6% of contacted)
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5. Qualified meetings: ~15 (3.3% of contacted)
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6. Opportunities: ~8 (1.8% of contacted)
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7. Deals closed: ~3 (0.7% of contacted)
Target overall conversion rate: 2-3% (from first contact to closed deal)
Identify your friction points
If your open rate is low (< 30%):
Problem identified: Subject lines or send timing
Corrective action: A/B test your subjects, send between 9-11am or 2-4pm
Measure: Track evolution over 1 week
If emails are opened but not clicked (< 3%):
Problem identified: Content not engaging enough or weak call-to-action
Corrective action: Revisit your value proposition, simplify your CTA
Measure: Test on your next sequence
If you have clicks but few responses (< 5%):
Problem identified: Ask too direct or message too generic
Corrective action: Personalize more, provide value before asking
Measure: Compare with your best-performing emails
💡 Best practice: Calculate your conversion rates at each funnel stage every week. Focus your optimization efforts on the stage where you lose the most prospects.
Performance
Email: Track what works
Metric | Industry benchmark |
Open rate | 35% |
Click rate | 5% |
Response rate | 8% |
Bounce rate | 5% |
Unsubscribes | 1% |
Best practices:
Visit profile before sending invitation (+35% acceptance)
Personalize each invitation with a common point (+42% acceptance)
Wait 3-5 days after connecting before first commercial message
Phone
Best practice: Focus your priority calls on high-pickup time slots (Tuesday and Thursday morning). Avoid Friday afternoon for cold calls.
Example of Sequence Analytics
Sequence performance table
Zeliq presents essential metrics for each sequence:
Sequence | Contacts | Sent | Open | Click | Reply | Bounce |
Sequence A - SaaS | 234 | 1,170 | 45% | 9% | 14% | 1.8% |
Sequence B - E-commerce | 189 | 945 | 38% | 6% | 8% | 2.3% |
Sequence C - Services | 156 | 780 | 28% | 4% | 5% | 3.1% |
Actionable insights:
Sequence A (Winner) 🏆
Reply rate 14% (excellent)
Action: Replicate this approach on other segments
Analyze: What differentiates this sequence?
Sequence B (Average)
Reply rate 8% (acceptable)
Action: Test subjects and CTAs from Sequence A
Optimize: Improve 3rd email (open rate drops)
Sequence C (Needs rework) ⚠️
Reply rate 5% (low)
Action: Completely revisit targeting or message
Alternative: Test another channel (LinkedIn, phone)
Identify what doesn't work
Warning signals by channel
Email:
Sequence with open rate < 20% for 2 weeks → Stop
Unsubscribe rate > 2% → Revisit targeting
Bounce rate > 5% → Clean your database
LinkedIn:
Acceptance rate < 30%
Response rate < 10% → Approach too generic
Profiles visited without action → Time wasted
Phone:
Pickup rate < 30% on a time slot → Change schedule
Conversations < 1min majority → Qualify before calling
Calls/meeting ratio < 5% → Script needs rework
Adjust your strategy with data
Continuous optimization framework
Weekly improvement cycle:
Monday morning: Analysis
Review your dashboards from last week
Identify 3 actionable insights
Define 2 tests to launch this week
Wednesday: Checkpoint
Verify progress of your tests
Adjust if necessary
Friday: Review
Measure test results
Decide: scale, adjust, or abandon
Document learnings
Checklist: Data-driven strategy
Setup:
I've enabled tracking on all my sequences
I've reviewed the dashboards
I check my metrics daily
I've defined my priority KPIs
Weekly analysis:
I compare my performance to benchmarks
I identify my 3 best and 3 worst sequences
I analyze my best-performing call time slots
I check my conversion funnel
Continuous optimization:
I launch at least 2 A/B tests per month
I stop negative ROI actions
I double efforts on what works
I document my learnings
Experience sharing:
I share my best practices with the team
I participate in data coaching sessions
I contribute to the knowledge base
Next steps
Now that you have complete visibility:
Access your Cockpit - View your real-time analytics
Optimize your sequences - Apply data insights
Share with your team - Align on best practices
Need help interpreting your data? Our team is here to support you.
👩🏼💻 For further information, please do not hesitate to contact us: