Buying more leads than your team can call is the most common way to waste a live-lead budget. A lead that waits two hours is worth far less than one called in five minutes. Here is a simple way to size a pack for a small desk.
Start from your callers, not the pack
Count how many people will call live leads, and at what times. A live lead can arrive at any time during the day, so someone needs to be free to call it within minutes. Two callers who also work calling data can usually handle a small daily pack; a desk with a dedicated live-lead caller can take more.
A rough guide
| Pack | Usually suits |
|---|---|
| 2 leads a day | One or two callers, or a first trial in a new state |
| 4 leads a day | A small desk of three or four callers |
| 10 leads a day | A full desk with a team lead tracking results |
Each pack runs for 30 days, so a 2-a-day pack is about 60 leads and a 10-a-day pack about 300.
Run the first pack as a test
- Log the time each lead arrived and the time it was first called.
- Mark whether it was reached, interested, or booked a follow-up.
- Note which caller handled it.
After two weeks you will know your average response time and how many leads turn into real conversations. If every lead is called within minutes and your team wants more, move up a pack size. If leads are waiting, stay where you are or add a caller first.
Mix with calling data
Small desks often keep newer callers on calling data and give live leads to their strongest caller. It protects the more expensive leads and gives new callers practice.
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