Sales Productivity Stats: 2022

In an ideal scenario, sales reps would spend all their time prospecting, sending emails, making phone calls, following up, and nurturing leads. But, as you’ll see, this is not the case. In fact, most of a rep's time is spent on non-sales activities.

Only 39% of a sales rep’s time is spent selling or interacting with prospects and customers.

It takes 10 months or more for a new sales rep to be fully productive.

Only 60% of sales reps meet quota

High-performing sales teams use nearly three times the amount of sales technology than underperforming teams

79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps

81% of companies say productivity would improve with better processes, skills, or competency training

84% of sales executives cited content search and utilization as the top productivity improvement area.

The typical organization spends $24,000 per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity