B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
30%
30% -- percentage of workweek spent selling for B2B sales representatives (2026)
The average sales representative spends only 30% of their working week actually selling, according to Salesforce's State of Sales report.
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Lighthouse Research Team
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Source verified
Evidence graded
Value
30%
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
Primary
Tier C
https://scorecardsales.com/the-scorecard-method-how-real-time-sales-activity-tracking-transforms-b2b… ↗
Source Article
The Scorecard Method: How Real-Time Sales Activity Tracking Transforms B2B Performance in South Central Pennsylvania - Scorecard Sales
Scorecard Sales | York, PA — Serving South Central Pennsylvania
There is a number that should stop every B2B sales manager in South Central Pennsylvania cold: the average sales representative spends only 30 percent of their working week actually selling. According to Salesforce’s State of Sales repo…
Original Research
Salesforce
· Original study ↗
Methodology
Cited from Salesforce State of Sales report by a secondary blog
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B sales representatives: 30% percentage of workweek spent selling. Source: Salesforce (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/sales-rep-selling-time-30-percent
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<blockquote cite="https://lighthousedata.io/data/sales-rep-selling-time-30-percent" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>30%</strong> -- percentage of workweek spent selling for B2B sales representatives<br><small>Source: Salesforce (2026) · <a href="https://lighthousedata.io/data/sales-rep-selling-time-30-percent" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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