Touch ratio

Days since an account's last qualifying touch divided by its tier's cadence interval. Over one is past cadence. Beside the order ratio, days since last order over the account's own order cadence, it gives four readings: covered and buying, buying untouched, touched and not buying, neither.

DefinitionDays since an account's last qualifying touch divided by its tier's cadence interval. Over one is past cadence. Beside the order ratio, days since last order over the account's own order cadence, it gives four readings: covered and buying, buying untouched, touched and not buying, neither.

Sort by the ratio

Sorted by days, the quarterly accounts are first every week. Sorted by ratio, the unusual silence is.

Two cadences

Tier cadence for touches; own cadence for orders. Same recency, different expected interval.

How it is computed

Days since the account's last qualifying touch divided by the cadence interval its tier is owed.

Example

A tier A account owed a touch every 30 days was last touched 74 days ago: a ratio of 2.5. Sorting by ratio times revenue gives the call list.

Where it goes wrong

Days since last touch used alone. Sixty days is late for a top account and early for the tail.

Articles that use this term

Coverage and territory

Cadence and recency: how often it should happen, and how long since it did

The difference between cadence, the expected interval between events for an account, from its tier for touches or from its own history for orders, and recency, the days since the last event actually happened, why every list on this site is recency against cadence rather than either alone, the two cadences, tier cadence for effort and own cadence for behaviour, and the four readings that come from putting the two columns beside each other.

16 Sept 20262 min read