B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
28%
28% -- percentage of week spent selling for B2B sales reps (2025)
Sales reps dedicate only 28% to 30% of their week to actual selling activities.
- Secondary citation without named original research
- Reported as a range (28-30%)
Attribution:
View source
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
50
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
insightstap.com
Primary
Tier C
https://insightstap.com/blog/gtm-playbook-it-services-staffing ↗
Source Article
GTM Playbook for IT Services & Staffing | InsightsTap
The GTM Playbook for IT Services & Staffing Companies
Most IT services and staffing teams don't have a sales problem. They have a GTM architecture problem. Here's the signal-led playbook that fixes it.
A few days ago, I was on a call with an IT services founder. His company had been around for eleve…
Original Research
insightstap.com
· Original study ↗
Methodology
Range 28-30% reported; midpoint used. Secondary citation in blog post, original research not named.
Methodology documented
Segmentation
Industrymarketing
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Plain Text
B2B sales reps: 28% percentage of week spent selling. Source: insightstap.com (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/sales-rep-selling-time-week
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<blockquote cite="https://lighthousedata.io/data/sales-rep-selling-time-week" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>28%</strong> -- percentage of week spent selling for B2B sales reps<br><small>Source: insightstap.com (2025) · <a href="https://lighthousedata.io/data/sales-rep-selling-time-week" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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