I am currently involved in a LinkedIn discussion in which someone raised the question of measuring the performance of major gift fundraisers. The subject comes up regularly on one or another LinkedIn groups and I am always happy to offer my ideas.
My recommendation is always the same. Distinguish between quantity (contacts) and quality (moves). Those who get caught up in making a certain number of visits each month can easily lose sight of the reason for those visits — to MOVE the relationship with the prospective donor through the Development Cycle.
How many contacts ought it take to move someone from discovery/assessment to the point where you can focus on cultivating for something specific? How many cultivation contacts are needed before you can solicit the prospect?
Feel free to request my template (the same one I offer on LinkedIn) Annual Performance Benchmarks.