First action time is the time taken for a salesperson to take action from the lead is accepted. This measures how fast a salesperson responds to a lead. It starts from the moment the lead has been accepted and ends when the salesperson updates the lead status.
The first action time can either create an opportunity for sales or break it.
The golden rule that we would emphasize for the first action time is 5 minutes upon acceptance of a lead as it will increase the chances of engagement and sales conversion.
According to the sales researches, we noticed that;
- 78% of customers buy from first responders.
- Sales conversions are 391% higher in the first minute.
- 80% decrease on Lead qualification if the response took longer than 5 minutes.
- 55% of companies take more than 5 days to respond to a lead.
The manager would need to set the importance of the first action to the salesperson everyday to ensure that the expectation is set within their sales team.
Scenario: Rupert submitted a lead via Facebook lead ad then it immediately routed and accepted by Salesperson Rudolph. Rudolph called the lead 3 minutes after accepted the lead. Hence, the first action time will be 3 minutes.
In the case, the salesperson does not take an action upon lead acceptance, their mobile app status will remain 'available (engaged)' and the salesperson will not be able to receive a new lead until they perform an action to the received lead.
The first action time for a sales team or salesperson can be tracked through the Salesperson Action Report.
For more information, please refer to salesperson action report.
Remember 'The quicker you contact your leads, the higher the chance of closing the deal'.