B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
28%
28% -- percent of time spent selling for Sales reps (2025)
Sales reps spend only 28% of their time actually selling.
Attribution:
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Lighthouse Research Team
Last verified:
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Source verified
Evidence graded
Value
28%
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
Salesforce
Primary
Tier B
https://www.thegtmadvisor.com/blog/why-gtm-teams-overcomplicate-everything-and-how-to-stop ↗
Source Article
Why GTM Teams Overcomplicate Everything (And How to Stop)
A sales team starts with a simple commission plan. Two years later, it's a 47-page compensation document that feels more like the tax code, and you practically need an accountant just to figure out your commissions each month. Lead routing begins as "round robin by vertical" and morphs into a decisi…
Original Research
Salesforce
· Original study ↗
Methodology
Salesforce's own research, as cited in article
Methodology documented
Segmentation
IndustryB2B
Company SizeEnterprise
RoleAll marketers
Channelcontent
Cite this stat
Plain Text
Sales reps: 28% percent of time spent selling. Source: Salesforce (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/reps-selling-time-28-percent
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<blockquote cite="https://lighthousedata.io/data/reps-selling-time-28-percent" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>28%</strong> -- percent of time spent selling for Sales reps<br><small>Source: Salesforce (2025) · <a href="https://lighthousedata.io/data/reps-selling-time-28-percent" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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