B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
23%
23% -- selling time share for Sales reps at low-performing organizations (2026)
Sales reps at low-performing organizations spend only 23% of their time selling.
Attribution:
View source
Lighthouse Research Team
Last verified:
·
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Source verified
Evidence graded
Value
23%
Unit
Percentage
Data Vintage
2026
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
50
Source Trust
60
Citation Chain
60
Independence
30
Methodology
45
Freshness
95
Source
Salesforce (via Landbase)
Primary
Tier C
https://www.landbase.com/blog/sales-reps-30-percent-time-selling-2026 ↗
Source Article
3 Signs Outbound Reps Waste Time on Stale Data (2026)
Disclosure: This article is published by Datamagnet. Vendor claims are self-reported unless otherwise noted.
Stale Contact Data: 3 Signs It's Wasting Sales Time
By Elena Cho, Sales Intelligence Lead at Datamagnet, 8+ years building outbound data workflows for B2B revenue teams. Reviewed by the Datam…
Original Research
Salesforce (via Landbase)
· Original study ↗
Methodology
Salesforce State of Sales via Landbase
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
Sales reps at low-performing organizations: 23% selling time share. Source: Salesforce (via Landbase) (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/low-quota-reps-selling-time-2026
HTML Embed
<blockquote cite="https://lighthousedata.io/data/low-quota-reps-selling-time-2026" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>23%</strong> -- selling time share for Sales reps at low-performing organizations<br><small>Source: Salesforce (via Landbase) (2026) · <a href="https://lighthousedata.io/data/low-quota-reps-selling-time-2026" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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