What is dials per hour?
Dials per hour is the number of call attempts a rep makes in one hour of calling, whatever the outcome of each attempt.
Why it matters for sales teams
Dials per hour measures activity, and it depends heavily on the dialing method. With manual dialing, it is limited by ringing, voicemail and logging. A power dialer removes some of that. A parallel dialer raises it further by dialing several numbers at once.
On its own, though, it says little about results. More dials only help if they lead to more conversations per hour with the right people, and then to meetings. Dials are an input; call-to-meeting rate and pipeline are the outputs.
Example
Two reps each log a full hour of calling. Rep A dials by hand and reaches a handful of people. Rep B uses a dialer and makes far more attempts on a list full of outdated numbers. Rep B's dial count looks better, but if most of those numbers are wrong, the extra dials may produce no more useful conversations than Rep A's hour. Comparing dials, conversations and meetings side by side shows which hour was actually better.