SOURCE: Leads360


October 13, 2010 10:00 ET

New Research Shows That Contacting New Leads Outside Normal Business Hours Increases Sales Effectiveness

Leads360 Study Reveals an 11 Percent Increase; Determines That Staffing Sales Teams Outside of Classic Work Week Gives a Strategic Advantage

LOS ANGELES, CA--(Marketwire - October 13, 2010) -  Leads360, the industry leader in lead management software, today announced the results of new research conducted to identify the optimal days and times when consumers are most reachable and receptive. 

In a study of several million consumer inquiries, results indicated that leads generated and contacted during nights and weekends have an 11 percent higher conversion rate than average, with leads generated and contacted on Saturdays in particular showing a 10 percent higher conversion rate than average. This data suggests that staffing sales teams both inside and outside the classic 9-5 work day provides the best opportunity for organizations to close leads. Organizations that more efficiently respond to leads outside of the typical work week will be able to leverage a significant strategic advantage over their competitors.

"Traditionally, many organizations have staffed their sales teams only during normal business hours following the belief that consumers don't like to be called on nights or weekends," said Jeff Solomon, founder and senior vice president of Leads360. "Our research shows otherwise. Leads generated and contacted at night or during the weekend actually have a higher rate of conversion than leads generated and contacted during the workday. Responding to leads promptly at all times ensures the best experience for the consumer and the best results for the organization."

Regardless of the day or time the lead is generated, this study underscores the importance of contacting leads immediately after receiving the inquiry and builds upon previous Leads360 research that demonstrates how speed-to-call is the single largest driver of lead conversion, as well the importance of optimizing contact attempts. By designing an organization's business process with a strategy that fits the target consumer, the organization is also designing a business process that is ideal for the organization itself.

With a recommended set of best practices in place, companies can then easily monitor their sales team's progress and adjust the methodology as needed. To download a free copy of the whitepaper, please click here. To learn more about Leads360, please visit

About Leads360
Founded in 2004 and headquartered in Los Angeles, Calif., Leads360 develops software as a service (SaaS) solutions for managing sales leads. Distinguished by its focus on solutions that address the unique needs of businesses who sell to consumers, Leads360 is recognized as a market and technology leader, managing more than 25 million leads for over 5,000 clients. With a suite of solutions scaled for small to enterprise organizations, the company offers the industry's most comprehensive and configurable lead management platform.

Leads360 enables companies to distribute, track, analyze, and convert sales leads using a customizable lead management workflow. Professional services, including training and process consulting, are also offered to deliver a highly effective solution for converting sales leads. Businesses look to Leads360 for solutions that allow them to maximize their investment in leads generated online and from traditional sources, and ultimately increase sales closure rates for greater revenue. For more information, visit

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