Measures the percentage of leads or opportunities that receive a follow-up action within a specific timeframe.

What it Measures ?

How often we follow up on leads.

Relevant StakeHolders 

Inside Sales, SDRs

In-depth Use Case / Real-world Example

Follow-Up Rate tracks the consistency of sales team efforts in nurturing leads. For example, if out of 100 new leads, 85 are followed up within 48 hours, the follow-up rate is 85%. This metric is crucial for keeping the sales pipeline active and ensuring that no opportunity is left behind. In manufacturing, where customer buying decisions are often influenced by technical details, lead time, or competition, quick follow-ups can make a significant difference in closing a deal. A low follow-up rate may indicate poor sales process management or lack of automation, and addressing it could lead to improved conversion rates.