B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
60%
60% -- non selling time share for sales reps (2026)
Sales reps spend 60% of their time on non-selling tasks such as admin work, internal approvals, and manual data entry.
Attribution:
View source
Lighthouse Research Team
Last verified:
·
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Source verified
Evidence graded
Value
60%
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
20
Independence
30
Methodology
45
Freshness
95
Source
Salesforce (leading CRM vendor State of Sales research)
Primary
Tier C
https://www.sharecrm.com/blog/sales-tracking-software-features-kpis-and-how-to-choose-the-right-tool… ↗
Source Article
Sales Tracking Software: Features, KPIs, and How to Choose the Right Tool
Sales tracking software turns pipeline execution into real-time, measurable inputs—so forecasting and coaching are based on data, not opinions. The best tools reduce admin load by automating activity capture and enforcing next-step discipline across deals. If your team struggles with slow follow-up,…
Original Research
Salesforce (leading CRM vendor State of Sales research)
· Original study ↗
Methodology
CRM vendor State of Sales research, as cited by ShareCRM
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
sales reps: 60% non selling time share. Source: Salesforce (leading CRM vendor State of Sales research) (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/sales-reps-non-selling-time-60pct
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<blockquote cite="https://lighthousedata.io/data/sales-reps-non-selling-time-60pct" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>60%</strong> -- non selling time share for sales reps<br><small>Source: Salesforce (leading CRM vendor State of Sales research) (2026) · <a href="https://lighthousedata.io/data/sales-reps-non-selling-time-60pct" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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