03Spotlight State of Sales 18 A Day in the Life of a Sales Rep Much of the success of the entire sales Sales Reps Aren’t Spending Most of Their Time Selling organization rests on the productivity and While half of sales reps report relationship building as their favorite activity,* most are too bogged efficiency of its reps. Reps are the primary down by day-to-day tasks to engage with customers as much as they’d like. On average, sales reps enablers of the customers’ experience spend 64% of their time on non-selling tasks. in the sales process. These employees are on the ground engaging customers, and facilitating new deals. However, Percentage of Time in an Average Week Sales Reps Spend on the Following Tasks** according to Quotable’s “Day in the Life of a Salesperson” report, while half of sales 12% 25% reps say that relationship building is their favorite activity,* the data shows that most Connecting with clients Administrative tasks of their time is still spent on non-selling or prospects virtually tasks such as manually entering data, calendering, and account maintenance. 24% Connecting with clients or prospects in person 36% 64% Selling Non-Selling 16% Service tasks 7% Down time 7% Traveling 6% 4% Internal company meetings Training * Taken from “A Day in the Life of a Salesperson” by Quotable, a Salesforce publication. Salesforce Research ** Data reported is out of a base of respondents in a sales rep or self-employed/consultant role.