What's a good lead response time for Indian B2B?
Short answer
Depends on industry and grade. For Grade A: real estate under an hour, EdTech 2 hr, BFSI 4 hr, B2B SaaS 6 hr, manufacturing 24 hr. Leads contacted within the hour are far more likely to qualify than those chased a day later (HBR).
The long answer
Lead response time is the single highest-leverage variable in Indian B2B sales. The shorter the response window, the larger the multiplier on conversion, often exponential, not linear. Most Indian SMBs sit at 4–24 hours for Grade A; benchmark targets are under an hour to 6 hours. The fix is three behaviours: instant alert on new Grade A, auto-re-ranking Priority Queue, Morning Brief at 8:30 AM IST. These three close most of the gap within two weeks.
→Check it yourself
How to tell where you actually stand.
Measure your own distribution before comparing against anyone else's.
- 01Take a month of leads and compute the time from arrival to first genuine contact attempt.
- 02Look at the slowest quarter rather than the average, which hides the problem.
- 03Check whether the slow ones cluster at nights, weekends or handover gaps. Those are fixable without more effort.
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