B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
35.2%
35.2% -- percentage of time spent actively selling for B2B sales reps (2025)
Sales reps spend only 35.2% of their working time actively selling.
Attribution:
View source
Lighthouse Research Team
Last verified:
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Source verified
Evidence graded
Value
35.2%
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
50
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Desku / Qwilr
Primary
Tier C
https://outscale.ai/2025/07/28/5-must-have-features-in-modern-sales-coaching-software/ ↗
Source Article
5 must have features in modern sales coaching software
Table of contents
- 5 must-have features in modern sales coaching software (with use cases from real teams)
- Conversation intelligence: turning calls into coaching gold
- Performance tracking and rep scorecards
- AI-powered feedback and real-time coaching prompts
- Role-specific coaching paths and …
Original Research
Desku / Qwilr
· Original study ↗
Methodology
Cited from secondary sales statistics sources (desku.io, Qwilr)
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B sales reps: 35.2% percentage of time spent actively selling. Source: Desku / Qwilr (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/rep-time-actively-selling-35-2
HTML Embed
<blockquote cite="https://lighthousedata.io/data/rep-time-actively-selling-35-2" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>35.2%</strong> -- percentage of time spent actively selling for B2B sales reps<br><small>Source: Desku / Qwilr (2025) · <a href="https://lighthousedata.io/data/rep-time-actively-selling-35-2" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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