Salesforce's 2026 State of Sales report says the average seller spends 40% of time actually selling. The remaining capacity is not automatically waste. Prospecting, planning, training, and data work can be necessary. The benchmark is useful because it makes the operating tradeoff visible.
Benchmark table
| Measure | Reported result | Practical use |
|---|---|---|
| Time actually selling | 40% | Baseline for customer-facing capacity |
| Time not selling | 60% | Queue for process review, not automatic outsourcing |
| Core constraint | Limited seller time | Prioritize repeatable administrative work |
Source: Salesforce State of Sales, 7th edition.
How to use the benchmark
Start with a two-week time sample. Separate meetings with customers, prospecting, quotes, planning, data entry, training, and internal work. A single blended percentage hides the task that creates the largest delay.
For a small team, the best first intervention is often a queue with an owner. A growth operations assistant can prepare research, normalize CRM fields, document next steps, and return exceptions to the seller. The seller still owns qualification, judgment, and the relationship.
Limitations
This is a global survey benchmark, not a productivity target for every role. Selling time varies by segment, deal complexity, sales motion, and definition of selling. Compare like with like and keep the local baseline.
Frequently asked questions
Should a team target 100% selling time?
No. Planning, learning, and service work can support selling. The goal is to remove avoidable friction while protecting important work.
What should be delegated first?
Begin with repeatable tasks that have clear inputs and outputs, such as CRM cleanup, list research, and meeting preparation.
How often should the benchmark be reviewed?
Review monthly after the first baseline, then investigate changes when conversion, response time, or pipeline coverage shifts.
Related Research
If the capacity gap is persistent, sales operations support can maintain the queue and document exceptions.
Sources
- Salesforce, State of Sales, 7th edition, 2026: https://www.salesforce.com/en-us/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf
- Salesforce, Stat Library, State of Sales, February 2026: https://www.salesforce.com/news/stat-library/all-stats/