New Lead Response Management Study

Lead Response Management has released a new study, designed to identify what day of the week, time of day, and time from creation to call back, a web-generated lead is optimal for closing success. The organization took fifteen thousand leads and over one hundred thousand call attempts, focusing on question for the study: When should companies call web-generated leads for optimal contact and qualification ratios?

man's hand on check box
lead generation


The behavioural study revealed when sales representatives had success around calling web-generated leads. To find these facts, they looked at leads that were captured through a web form, and attempted or called at least one time.

  • Wednesdays and Thursdays are the best days to call in order to contact (by 49.7% over the worst day) and qualify (by 24.9% over the worst day) leads. Thursday is the best day to contact a lead in order to qualify that lead (by 19.1% better than the worst day).
  • 4 to 6pm is the best time to call to make contact with a lead (by 114% over the worst time block). 8-9am and 4-5pm are the best times to call to qualify a lead (by 164% better 1-2pm, the worst time of the day). 4-5pm is the best time to contact a lead to qualify over 11-12am by109%).
  • The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling to qualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial your salespeople make actually hurts your ability to make contact to qualify a lead.
  • The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.


The first question was to see if there is a best day of the week to call to get the best contact and qualification ratios.

  • Wednesdays and Thursdays are the best days to call to make contact with a lead. In fact,Thursday is a 49.7% better day to call than the worst day, Tuesday.
  • Wednesdays and Thursdays are also the best days to call to qualify leads. Wednesday was the top day and was 24.9% better than the worst day, which was Friday.



Our next question was to see if there is a better time of day to call to get optimal contact and qualification ratios. They used the same definition of terms for call (attempt), contact, and qualify.

  • 4 to 6pm is the best time to call to make contact with a lead. It is 114% better than calling at 11 to 12am, right before lunch. (We did not feel 7-8am was a standard work hour.)
  • 8-9am and 4-5pm are the best times to call to qualify a lead. 8-9am is 164% better than calling at 1-2pm, right after lunch. That’s a big difference! (After 6pm is not a standard work hour.)

All of this information can serve you and closing on your quality leads from us here at Web Leads.