Why Sellers Only Spend 30% of Their Time in Sales (and How to Fix It)

Here’s the stat no sales leader loves:

Only 24% of seller time is spent actually… selling.(Source: LinkedIn + Ipsos Global Study)

So where’s the other 76% going?

• Internal meetings

• Admin

• CRM updating

• Research

• Tool-hopping

• Proposal prep

...and that’s before they even talk to a customer.

This Isn’t Just Inefficient—It’s Expensive

Let’s say your average rep costs $100/hour. If only 10 hours/week go to actual selling, you’re spending $3,000+ a month on everything but revenue activity.

3 Causes of Time Drain

1. Too many disconnected tools

2. No clear workflow ownership

3. Low AI adoption = high manual effort

Fix 1: Audit & Automate

What’s costing your sellers the most time? Start here:

• ⏱️ Meeting notes → Auto-record & summarise

• ⏱️ CRM updates → Auto-log post-call

• ⏱️ Research → Use AI Agents

Fix 2: Simplify Your Sales Stack

If your tech requires a 6-week onboarding just to book a call... we’ve got a problem. Consolidate. Streamline. Kill the zombie tools.

Fix 3: Train the AI Muscle

79% of sellers say they want more AI training. Don’t just “roll out ChatGPT”. Show them how to use it to:

• Write follow-ups

• Customise proposals

• Research accounts

• Handle objections

Want to double your team’s selling time in 90 days? Join REV UP and get a sales optimisation sprint.