Cost per Visit Calculator for Field Sales (Free, CSV)

Cost per visit: the short answer

Cost per visit = (annual rep cost + annual mileage + other field costs) ÷ visits per year. In the example below a rep who costs $110,000 a year, drives 90 miles a day at the IRS rate of 76 cents and makes 6 visits a day costs $99.28 per visit, and $39.18 of that is driving.

Published figures for different kinds of visits run from $35 to $1,200. None of them is your number; the calculator is, and the input that moves it most is visits per day: Lead Mapper routes each rep's CRM accounts by territory, so the freed hours become visits.

The cost per visit calculator

All numbers below are example inputs; replace them with yours.

What one rep costs in a year

Rep cost per year, USD (salary, commission, benefits, payroll tax)

Other field costs per year, USD (phone, meals, samples, tolls) Field days per year

One field day

Visits per day Miles per day Cost per mile, USD

Hours driving per day Working hours per day Reps on the team

Result	Value	How it is calculated
Cost of one field day	$595.67	rep cost ÷ field days + miles × cost per mile + other costs ÷ field days
Cost per visit	$99.28	cost of one field day ÷ visits per day
Driving cost per visit	$39.18 (39.5%)	(rep cost per day × driving hours ÷ working hours + mileage per day) ÷ visits per day
Cost per visit with one more visit a day	$85.10	cost of one field day ÷ (visits per day + 1)
Team visits per year	52,800	reps × field days × visits per day
Extra team visits per year from one more visit a day	8,800	reps × field days
Team field cost per year	$5,241,920	reps × field days × cost of one field day

Check the inputs: 6 visits a day sits between RepMove's 5.1 for outside reps (2025) and Repsly's 7.32 in the U.S., and 3 hours of driving sits under the 3.4 hours Roamler found in a 2023 survey of 126 reps in the Netherlands, France and the UK. Then load your accounts into Lead Mapper and see how many visits fit in a routed day.

Cost per visit formula, step by step

The cost per visit formula is the cost of a field day divided by the visits made in it, and the field day includes planning, travel, time at the account and the notes afterwards. With the example inputs:

People cost per field day. $110,000 loaded cost ÷ 220 field days = $500.00.
Mileage per field day. 90 miles × $0.76 = $68.40. The IRS business rate for July 1 to December 31, 2026 is "76 cents/mile", up from 72.5 for the first half of the year (irs.gov, read 11 November 2026).
Cost of the field day. $500.00 + $68.40 + $6,000 ÷ 220 ($27.27) = $595.67.
Cost per visit. $595.67 ÷ 6 visits = $99.28.

The driving share: 3 of 9 working hours is $166.67 of people cost, plus $68.40 of mileage, $235.07 a day, or $39.18 of every $99.28 visit. That 39.5 percent is the part a better route takes back, and Lead Mapper routes the day across each rep's accounts so the hours saved turn into visits.

Cost per sales call: published figures by source and year

What finance finds for the cost of a sales call:

Figure	What it measures	Source, year
$137.02 per call, $589.18 per sale	Industrial sale, 4.3 calls to close	McGraw-Hill Laboratory of Advertising Performance Report #8051, cited by Selling Power, 2010
$400 to $1,200 per call	One face-to-face sales call	Weitz et al. 2007, cited by Baylor University's Keller Center, 2014
$215 to $400 per call	Outside sales visit, against about $50 for an inside call	SalesFocus, read 12 November 2026
$35 to $85 per store visit	Outsourced retail merchandiser at "institutional quality", "fully loaded cost ... (wages, payroll, benefits, mileage)"	T-ROC 2026 pricing guide, read 12 November 2026

They differ by a factor of 34, partly because they measure different things: a merchandiser's store visit at the low end, a face-to-face sales call at the high end. A figure from 2007 does not carry today's wages or a 76-cent mile. Selling Power's editors added the caveat themselves: "The figures may be different in your company" (2010). The calculator uses your rep cost, miles and visits per day, and Lead Mapper is where the visits per day go up.

What one more visit per day is worth for 20, 40 and 100 reps

The field day costs the same whether a rep makes 6 visits or 7, so the cheapest way to lower the cost per visit is one more visit in the same day. With the example inputs:

Visits per day	Cost per visit
5	$119.13
6	$99.28
7	$85.10
8	$74.46

Team	Visits per year at 6 a day	Visits per year at 7 a day	Extra visits, same cost
20 reps	26,400	30,800	4,400
40 reps	52,800	61,600	8,800
100 reps	132,000	154,000	22,000

If each rep fits one more visit into the same day, that is 8,800 more visits a year for 40 reps. One rep makes 1,320 visits a year at 6 a day, so 8,800 extra visits is the output of 6.7 more reps at the same field cost of $5,241,920. That is the number a CFO needs for route planning.

Tip for a manager with 40 reps: run the calculator per region. A rural rep who drives 150 miles and fits 4 visits into the day costs $160.32 per visit against $99.28 in the example, 61 percent more on the same pay plan. Lead Mapper shows every rep's accounts and routes on one map, so you see which region runs the expensive visits.

Lower the cost per visit with Lead Mapper

A spreadsheet tells you what a visit cost last quarter. Lead Mapper changes what the next one costs: it maps every account from Salesforce, HubSpot, Pipedrive or Zoho CRM, groups them into territories and routes each field day, so the hours that went to driving go to the next visit. Connect your CRM in the 7-day free trial, no credit card, and watch each region's cost per visit move within the week.

FAQ

Cost per visit FAQ

What is the cost per visit formula?

The cost per visit formula is the cost of one field day (loaded rep cost and other field costs divided by field days, plus miles times cost per mile) divided by visits per day; in the example $595.67 ÷ 6 = $99.28, and Lead Mapper lowers it by fitting more visits into the same routed day.

How do you calculate cost per store visit?

Cost per store visit is the rep's loaded cost per field day plus mileage and other costs, divided by the stores visited that day; an outsourced merchandiser typically costs $35 to $85 per store visit (T-ROC, 2026), and Lead Mapper raises the stores your own reps cover by routing every rep's accounts.

What is the average cost of a sales call?

The average cost of a sales call ranges from $137.02 (McGraw-Hill, cited 2010) to $400 to $1,200 for a face-to-face call (Weitz et al. 2007), and Lead Mapper's calculator above replaces those with your own rep cost, miles and visits per day.

How much does driving add to the cost per visit?

In the example, driving adds $39.18 to a $99.28 visit, 39.5 percent: 3 of 9 working hours of rep cost plus 90 miles at 76 cents, divided by 6 visits; Lead Mapper takes that share back by routing each field day across the rep's accounts.

How do you lower the cost per sales visit?

Lead Mapper lowers the cost per sales visit by adding visits to a day that costs the same: one more visit a day takes the example from $99.28 to $85.10 and gives 40 reps 8,800 extra visits a year.

Keep reading

Sourced comparisons, pricing breakdowns and the field-sales tooling behind them.

Cost per visit calculator: what one field sales visit really costs.