Sales operations··7 min read
Why SDR follow-up rates collapsed to 23% in 2026 — and how to fix it
Across 1,200 B2B teams analyzed by Salesforce and HubSpot, only 23% of qualified leads now receive a personalized follow-up within 24 hours. The drop is not about effort — reps are sending more messages than ever. It is about where their time goes after a call.
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