Formula
First response timestamp - Lead submission timestamp
How to measure
Timestamp lead form submission and the first outbound contact from a sales rep, then average the elapsed time across leads.
Why track it
Studies consistently show conversion rates drop sharply after the first few minutes of delay, making response time one of the highest-leverage sales metrics.
Example
A team cuts average lead response time from 4 hours to 6 minutes with automated routing, lifting demo booking rate by 30%.