B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
40%
40% -- share of time searching for contacts for sales reps (2026)
Sales reps waste up to 40% of their time searching for contacts rather than having conversations.
- States 'up to 40%'
Attribution:
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Lighthouse Research Team
Last verified:
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Source verified
Evidence graded
Value
40%
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
75
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Salesforce / InsideSales
Primary
Tier B
https://thepointco.com/the-sdr-tech-stack-audit-are-you-wasting-money-on-tools/ ↗
Source Article
The SDR Tech Stack Audit: Are You Wasting Money on Tools? - The Point Company
The SDR Tech Stack Audit: Are You Wasting Money on Tools?
I dare you to open a new browser tab right now and log into your company’s finance or SaaS management platform. Pull up the list of all active software subscriptions. Now scan down that list for anything related to sales, marketing, or ‘growt…
Original Research
Salesforce / InsideSales
· Original study ↗
Methodology
Salesforce and InsideSales data cited by The Point Company
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
sales reps: 40% share of time searching for contacts. Source: Salesforce / InsideSales (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/reps-time-searching-contacts
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<blockquote cite="https://lighthousedata.io/data/reps-time-searching-contacts" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>40%</strong> -- share of time searching for contacts for sales reps<br><small>Source: Salesforce / InsideSales (2026) · <a href="https://lighthousedata.io/data/reps-time-searching-contacts" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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