Pick-up within 24 hours: the rule, the measure, the routine
A waiting lead goes cold. The first hour is worth more than the best pitch. This guide explains how to define pick-up, measure it honestly and turn it into a team routine.
Define “picked up”
Picked up does not mean “read”. It is a dated act: the salesperson called (or tried), qualified, and scheduled the next action. In Scella it is the “I'm taking it” button: it records the date and starts the clock.
Measure without cheating
Measure the delay between assignment and pick-up, per salesperson and per source. Show it to everyone. An average hides the forgotten ones: look at the share of leads picked up within 24 h, and the list of those that are not.
Install the routine
In the morning: everyone gets their unpicked leads and overdue follow-ups. On Monday: the weekly report to the team. The rule is not a punishment, it is a shared fact that the tool makes visible.
- Automatic assignment when the lead arrives
- Visible counter on every lead page
- Morning wake-up email
- Weekly report to the manager
Frequently asked questions
What if the lead cannot be reached?
A dated attempt with a scheduled follow-up counts as a pick-up: what matters is that someone owns it and a next action exists.
Is 24 h too long?
For hot leads (form, callback request), aim for the hour. 24 h is the ceiling beyond which conversion drops sharply; set your threshold per source.
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Start the trialUpdated on 23 August 2026