B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
50%
50% -- percentage of time lost to nonselling activity for B2B sales reps (2025)
Gartner research indicates roughly 50% of sales rep time is lost to non-selling activities.
- Approximation ('roughly 50 percent')
Attribution:
View source
Lighthouse Research Team
Last verified:
·
How we verify data →
Source verified
Evidence graded
Value
50%
Unit
Percentage
Data Vintage
2025
Entity
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
75
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Gartner
Primary
Tier B
https://getfairview.com/blog/sales-rep-productivity-metrics ↗
Source Article
Sales Rep Productivity Metrics: What to Track — Fairview
- Activity benchmarks: calls, emails, and meetings per week for SDRs and AEs
- Output metrics: pipeline generated, quota attainment distribution, win rate
- Efficiency metrics: revenue per rep, cost per opportunity, ramp time
- Benchmark tables by role and company stage
- Five FAQ answers on how to …
Original Research
Gartner
· Original study ↗
Methodology
Gartner research as cited by Fairview
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B sales reps: 50% percentage of time lost to nonselling activity. Source: Gartner (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/admin-overhead-rep-time-gartner
HTML Embed
<blockquote cite="https://lighthousedata.io/data/admin-overhead-rep-time-gartner" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>50%</strong> -- percentage of time lost to nonselling activity for B2B sales reps<br><small>Source: Gartner (2025) · <a href="https://lighthousedata.io/data/admin-overhead-rep-time-gartner" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
Share
Use this data in your work
Copy the citation, embed the widget, or explore thousands more verified marketing statistics -- all free.