A lead falls through the cracks when it has an owner on paper and nobody works it. No report shows it, because every field looks filled in. Four counts find most of them.
Check it yourself
SELECT COUNT() FROM Lead WHERE IsConverted = false AND Owner.IsActive = false
SELECT COUNT() FROM Lead WHERE IsConverted = false AND Owner.Type = 'Queue' AND CreatedDate < LAST_N_DAYS:2
SELECT COUNT() FROM Lead WHERE IsConverted = false AND Status = 'Open - Not Contacted' AND CreatedDate < LAST_N_DAYS:7
SELECT COUNT() FROM Lead WHERE IsConverted = false AND LeadSource = nullChange the status value to match your own default. Each query returns a count. Anything above zero is worth a look.
The free scan cannot count lost leads. It checks the setup behind it.
What each count means
- Inactive owner: the person left and the lead stayed. See reassigning leads from a departed rep.
- Old leads in a queue: the queue has no members, or the members do not watch it. See leads stuck in a queue.
- Untouched at the default status: the owner never opened it. See stuck at the default status.
- No source: the entry point does not set one. See leads with no source.
What to do with the list
- Reassign the leads that are still worth working.
- Find the cause for the largest count and fix that first.
- Run the four counts again next week, and keep the numbers.
The counts are a snapshot. A rule edited tomorrow can open a new gap. See how often to audit lead routing.
Keep a log of the counts
| Date | Inactive owner | Old queue leads | Untouched | No source |
|---|---|---|---|---|
| Today | Your count | Your count | Your count | Your count |
| Next week | Your count | Your count | Your count | Your count |
Two readings show a trend. One reading shows a snapshot. See lead routing metrics.
The same idea in HubSpot
HubSpot cannot assign an owner when no eligible user exists. It says no owner will be assigned. Source: HubSpot knowledge base, rotate record to owner, read on 18 October 2026, page dated 23 September 2026. So a lost contact there often has a blank owner.
Filter contacts by unknown owner, as in HubSpot contacts with no owner. HubSpot keeps enrolment history for 6 months, so look early. Source: HubSpot knowledge base, create workflows, read on 19 October 2026, page dated 16 October 2026.
Have it checked every night instead.
Routing Forensics connects as a read-only user and checks this, and the rest of your routing, against your real leads. Three design partners get a free health report on their own CRM, free for 90 days: what is leaking, where, and what it is worth. Apply for a place.
The free scan cannot count lost leads. It reads your routing setup in your browser. Scan your Salesforce or HubSpot routing. The nightly check, open to design partners, counts it.