One-time audit · Jan 1 – Jul 6, 2026 · ActiveCampaign
Every deal, activity log, and task pulled from ActiveCampaign for NewLeads, TarikGidamyPipeline, HarbourTEN10, TheBedford and 8Temple — 3,546 deals, then de-noised: automation touches and the 4,133 lead-intake notes the integration writes under the shared admin login are excluded, so every number below reflects verifiable human work.
Speed to lead measured on the 3,039 leads created YTD (TheBedford excluded — its leads predate 2026). Working-hour figures count only time elapsed between 9am and 9pm Toronto time, so overnight leads aren't penalized.
Ordered by how much they should influence your agent and system decisions.
Even counting only the 9am–9pm window (no penalty for overnight leads), the first human touch on a new lead takes a median of 4.9 working hours (14.6 h on the raw clock). Arissa proves the ceiling: 13 minutes, 83% inside one working hour — on the same lead flow. Everyone else sits between 1.1 (Penny) and 15 (Nikhil) working hours. This is a process gap, not a lead-quality gap.
13-minute median first touch (working-hours clock) on NewLeads, 8.1 attempts per lead across her 373 deals, only 28% of her open NewLeads stale, and 1,880 tasks worked to an 87% completion rate with 2 overdue. She is the only agent whose CRM behavior is task-driven end to end (dark teal in the style column). Her Bedford follow-up load (8.3 attempts/lead on 3-year-old leads) is the hardest work in the dataset. Whatever cadence she runs is your template for everyone else.
Across his NewLeads and 8Temple lead flow he had a 15-working-hour median first touch (more than a full selling day; 31 h raw) and 113 leads with zero human activity, ever (24% of his NewLeads, 50% of 8Temple). On 8Temple (150 leads, his alone) half were never worked and 121 open tasks are past due. His attempts average is 0.6–1.4 per lead against Arissa's 8.1. This is the clearest underworking signal in the data.
Elena's 285 open deals there are 100% stale with 377 overdue open tasks; Salim's side is 88% stale but his task hygiene is far better (1,767 of 1,948 done, 21 overdue). Decide whether this project is being actively sold or formally parked — right now it's parked in all but name.
Only 7% of his leads get touched inside a working hour. He completed 29 tasks all year (Arissa: 1,115) but moved stages ~1,900 times — he manages the board, not a follow-up queue. He also does much of his work logged in as the shared admin account (2,097 of its 2,770 work actions are in his pipeline), which makes his activity only partially auditable.
4,133 of its notes are the lead-intake integration (fine, excluded here), but 2,770 are real follow-up work done by someone logged in as admin. If you want accountability metrics to mean anything going forward, every human needs their own seat, and the integration needs its own API user.
Either nothing closed YTD across 3,546 deals (unlikely) or agents mark losses but abandon deals when they win. Every conversion metric you might want later is unusable until wins are logged.
Arissa runs on tasks; Matthew logs everything as notes (399 notes, zero task completions — but 0% of his leads went untouched); Tarik and Rex move stages; Elena, Ashley and Penny lean on synced email. None of these styles are wrong per se, but they are unauditable against each other — pick one canonical "attempt" (task or note) and make it policy.
Attempts = notes + completed tasks + synced emails by that agent's own login. "Attempts on lost" shows how hard leads are worked before being marked lost.
| Agent | Leads | STL median (work hrs) | <1 wh | <4 wh | Never touched | Attempts avg | on lost | Stale 30 d+ | Tasks done | Overdue open | Work style |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Tarik Gidamy | 1084 | 8.2 h19.6 h raw | 7% | 26% | 2% | 1.5 | 1.3 | 65% of 742 | 39% | 127 | |
| Salim Walji | 566 | 3.6 h12.8 h raw | 29% | 53% | 8% | 2.3 | 2.0 | 80% of 204 | 90% | 29 | |
| Elena Novikova | 500 | 3.6 h11.5 h raw | 27% | 52% | 6% | 2.0 | 1.5 | 86% of 398 | 57% | 475 | |
| Arissa Moreau | 373 | 13 min19 min raw | 83% | 95% | 1% | 8.1 | 3.7 | 57% of 242 | 87% | 2 | |
| Nikhil Oberoi | 309 | 15.0 h31.3 h raw | 6% | 25% | 37% | 1.0 | 1.1 | 94% of 193 | 63% | 188 | |
| Matthew Dorosh | 250 | 3.2 h12.3 h raw | 17% | 55% | 0% | 2.7 | 2.0 | 91% of 67 | 95% | 17 | |
| Penny Ginsberg | 211 | 1.1 h1.7 h raw | 48% | 66% | 9% | 3.0 | 2.2 | 86% of 133 | 72% | 92 | |
| Ashley Tsitopoulos | 121 | 3.6 h5.2 h raw | 34% | 51% | 15% | 1.8 | 1.7 | 79% of 19 | 94% | 16 | |
| Rex Romero | 109 | 9.2 h21.2 h raw | 11% | 28% | 1% | 0.9 | 0.5 | 96% of 55 | 87% | 33 | |
| Joanne Lee | 10 | 26 min59 min raw | 67% | 89% | 10% | 1.0 | 1.5 | 38% of 8 | 74% | 5 |
| Pipeline | Deals | STL median (work hrs) | <1 wh | <4 wh | Never touched | Attempts avg | on lost | Stale 30 d+ | Tasks done | Overdue open | Work style |
|---|---|---|---|---|---|---|---|---|---|---|---|
| NewLeads | 1184 | 2.6 h9.2 h raw | 35% | 58% | 8% | 2.8 | 1.8 | 69% of 523 | 86% | 326 | |
| TarikGidamyPipeline | 1084 | 8.2 h19.6 h raw | 7% | 26% | 2% | 1.5 | 1.3 | 65% of 742 | 39% | 127 | |
| HarbourTEN10 | 875 | 3.7 h12.4 h raw | 27% | 52% | 6% | 2.3 | 2.0 | 95% of 462 | 79% | 403 | |
| TheBedford | 253 | n/a | – | – | 5% | 7.3 | 5.0 | 73% of 211 | 81% | 13 | |
| 8Temple(S.P.) | 150 | 16.2 h38.5 h raw | 3% | 16% | 50% | 0.6 | 0.6 | 92% of 130 | 44% | 121 |
TheBedford has no 2026 lead flow — its numbers cover YTD follow-up work on 253 pre-existing deals, so speed to lead doesn't apply.
| Agent · pipeline | Leads | STL median (work hrs) | <1 wh | <4 wh | Never touched | Attempts avg | on lost | Stale 30 d+ | Tasks done | Overdue open | Work style |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Nikhil Oberoi8Temple(S.P.) | 150 | 16.2 h38.5 h raw | 3% | 16% | 50% | 0.6 | 0.6 | 92% of 130 | 44% | 121 | |
| Salim WaljiHarbourTEN10 | 507 | 3.9 h13.6 h raw | 27% | 51% | 8% | 2.3 | 2.0 | 88% of 173 | 91% | 21 | |
| Elena NovikovaHarbourTEN10 | 363 | 3.2 h10.9 h raw | 27% | 54% | 4% | 2.4 | 1.7 | 100% of 285 | 51% | 377 | |
| Matthew DoroshNewLeads | 250 | 3.2 h12.3 h raw | 17% | 55% | 0% | 2.7 | 2.0 | 91% of 67 | 95% | 17 | |
| Arissa MoreauNewLeads | 175 | 13 min19 min raw | 83% | 95% | 1% | 7.8 | 3.5 | 28% of 69 | 93% | 2 | |
| Nikhil OberoiNewLeads | 159 | 11.6 h23.6 h raw | 8% | 31% | 24% | 1.4 | 1.2 | 97% of 63 | 77% | 67 | |
| Penny GinsbergNewLeads | 158 | 1.1 h1.7 h raw | 48% | 66% | 5% | 2.7 | 1.3 | 82% of 95 | 75% | 80 | |
| Elena NovikovaNewLeads | 137 | 5.8 h15.3 h raw | 26% | 46% | 12% | 1.2 | 0.8 | 50% of 113 | 70% | 98 | |
| Ashley TsitopoulosNewLeads | 121 | 3.6 h5.2 h raw | 34% | 51% | 15% | 1.8 | 1.7 | 79% of 19 | 94% | 16 | |
| Rex RomeroNewLeads | 109 | 9.2 h21.2 h raw | 11% | 28% | 1% | 0.9 | 0.5 | 96% of 55 | 87% | 33 | |
| Salim WaljiNewLeads | 59 | 59 min1.7 h raw | 50% | 80% | 15% | 2.1 | 1.9 | 39% of 31 | 81% | 8 | |
| Joanne LeeNewLeads | 10 | 26 min59 min raw | 67% | 89% | 10% | 1.0 | 1.5 | 38% of 8 | 74% | 5 | |
| Tarik GidamyTarikGidamyPipeline | 1084 | 8.2 h19.6 h raw | 7% | 26% | 2% | 1.5 | 1.3 | 65% of 742 | 39% | 127 | |
| Arissa MoreauTheBedford | 198 | n/a | – | – | 1% | 8.3 | 4.6 | 68% of 173 | 82% | 0 | |
| Penny GinsbergTheBedford | 53 | n/a | – | – | 19% | 3.7 | 6.4 | 95% of 38 | 42% | 12 |
Every metric recomputes live from the 3,546 underlying deals. Filter, then group the result however you need. Small groups (under ~20 leads) are directional at best.
| Group | Leads | STL median (work hrs) | <1 wh | <4 wh | Never touched | Attempts avg | med | on lost | 0-attempt | 6+ | Stale 30 d+ | Tasks done | Overdue open | Work style |
|---|
Scope. Deals created Jan 1 – Jul 6, 2026 in NewLeads, TarikGidamyPipeline, HarbourTEN10 and 8Temple(S.P.); for TheBedford, the 253 pre-2026 deals with YTD activity. Full activity logs and all 9,343 linked tasks pulled per deal.
Human touch. A note, completed task, synced email, or stage move performed by a named user, excluding anything executed by an automation and excluding the shared admin account's actions within 10 minutes of deal creation (lead-intake integration). Later admin-account work (2,770 actions) is shown in the shared-login finding but not credited to any agent.
Attempts. Notes + completed tasks + synced emails. Synced emails may include semi-automated sends from connected inboxes, so attempt counts for email-heavy agents (Elena, Ashley, Penny) are best read alongside their task/note columns. Calls made without logging leave no trace — all numbers are floors on real effort, but the same floor for everyone.
Speed-to-lead clock. Headline STL counts only time elapsed between 9am and 9pm America/Toronto, seven days a week — a lead created at 11pm and called at 9:15am scores 15 minutes, not 10 hours. The raw wall-clock median is shown in grey beneath each figure. "wh" columns = working hours.
Attribution. Deals are grouped by current owner; touches by other users still count toward the deal. Severity thresholds: first touch ≤1 working hour good / >6 critical; never-touched ≥10% warn, ≥25% critical; stale ≥50% warn, ≥85% critical.