Time to first touch

Days from an account's assignment to a rep to the first qualifying touch, from assignment history and the activity log. The median per rep is the pace; accounts past a threshold with no touch are the waiting list, ranked by prior revenue.

DefinitionDays from an account's assignment to a rep to the first qualifying touch, from assignment history and the activity log. The median per rep is the pace; accounts past a threshold with no touch are the waiting list, ranked by prior revenue.

Needs assignment history

Without field history on the owner, every account looks assigned on creation and reassignments vanish.

What it costs

From the team's own history: first-year revenue by days to first touch. A description, stated as one.

How it is computed

Days from the date an account was assigned to a rep to the first qualifying two-way touch, by tier, with untouched accounts listed by value.

Example

After a rep left, 210 accounts were reassigned. Tier A was reached in a median of 4 days. Eighty tier C accounts, worth $210,000, were still untouched at day 30.

Where it goes wrong

Reassignment treated as done when the owner field changes. The customer experiences it when someone calls.

Articles that use this term

Data quality and reconciliation

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A new rep's first ninety days, from the data: the list that replaces shadowing

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Time to first touch: how long newly assigned accounts wait for a rep

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Account handover checklist when a sales rep leaves: the first thirty days, and the list that protects the book

When a sales rep or account manager leaves, the accounts they owned are at their most exposed and receive the least attention. This page gives a handover checklist for the first thirty days: reassigning every account the same week, ranking the book by value and by risk so the new owner knows where to start, the first-contact deadline per tier, what to capture from the leaver before they go, the contracts and renewals due in the next six months, and the two measures, time to first touch and ninety-day retention of the inherited book, that show whether the handover worked.

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Sales KPIs for B2B sales teams: ten measures that matter, each with its formula and the export it comes from

The ten sales KPIs a B2B sales team should run on, whatever it sells, each with its formula, the export it comes from and what it tells you: value coverage at cadence, dormant accounts by prior value, share of wallet against similar customers, win rate from a stated stage, pipeline coverage against required, forecast bias per rep, time to first touch on new accounts, rep load against capacity, meeting to opportunity conversion, and customer concentration. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.

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