Overview
The Lead Penetration Rate Report in SalesExec measures how effectively your sales team is engaging leads after they’ve been distributed. Rather than just counting leads, it tracks whether leads are being worked — by documenting contacts, attempts, and status movement — so you can see how much of your lead volume is actually being penetrated (contacted and acted upon). This helps you spot engagement gaps in your process and optimize your team’s follow-up strategies.
Key Functionality
Penetration Rate Calculation
Computes the percentage of leads that have been worked or contacted compared to total distributed leads.Contact Attempts Logged
Includes both successful and attempted contact interactions (calls, SMS, emails) tied to distributed leads.Outcome Breakdown
Separates results into contacted, not contacted, and other disposition categories so you can see real engagement patterns.Filter Control
Apply date range, user/team segmentation, lead source, campaign, or record type to tailor the report scope.Comparison Across Teams & Time
Compare penetration rates across teams or users and observe trends over chosen time frames.Exportable Output
Export the results for offline review, performance discussions, or compliance reporting purposes.
How to Use This Feature
Log into SalesExec and navigate to the Reports section.
Select Lead Penetration Rate Report from the available reporting tools.
Choose your date range — pick a period that reflects the cycle you want to analyze (e.g., last week, last month, quarter).
(Optional) Apply additional filters such as:
User or team
Record type
Lead source or marketing campaign
Run the report. The system will display:
Total leads distributed in the period
Distribution count per user/team
Number of leads contacted
Leads with attempted outreach but no contact
Penetration rate shown as a percentage of distributed leads
Review the output to assess how thoroughly your team is engaging leads. A higher rate reflects stronger follow-up activity.
Formula
The magic number is 6 calls per lead.Your team needs to consistently hit 6+ calls per lead in order to get full value from every lead you acquire. This report helps you understand if you are meeting these targets. The trick is to find out over how many days you want to set this target. It is not feasible or compliant to call numerous times in one day. Your goal should be to make 6+ call attempts over a range of days.
Best Practices
Review this report every period (weekly or monthly) to stay ahead of engagement drop-offs.
Compare penetration rates against distribution volume, high distribution with low penetration suggests a follow-up execution gap.
Use segmentation filters to isolate specific teams, lead types, or campaigns with low penetration for targeted coaching.
Combine this report with Contact Rate and Conversion Rate Reports to get a fuller picture of engagement and pipeline movement.
Share findings with your sales team to reinforce the importance of timely follow-up after leads are delivered.
Troubleshooting
Penetration rate seems low despite many distributed leads
→ Confirm that contact attempts and dispositions are being logged properly by users (e.g., calls and SMS are marked).
→ Check that your filters (date range, user, team) correctly include the activity you expect.Metrics appear zero or empty
→ Ensure there’s actual activity in the chosen period; expand the date range or adjust filters to include more data.Certain users show unexpectedly low engagement
→ Validate that those users actually received distributions in the period and that they are logging contact attempts.Report takes long to load or export fails
→ Narrow the date range or apply filters to reduce the volume of data processed.Unexpected trends compared to other reports
→ Cross-check with distribution and contact reports to ensure alignment in definitions and filter settings.