Question: Fill in the blank: On average, salespeople spend less than _____% of their time selling.
- 50
- 40
- 20
- 10
Explanation
On average, salespeople spend less than 40% of their time actively selling, with the remainder devoted to administrative tasks, internal meetings, and manual data entry. HubSpot emphasizes automating repetitive tasks and using CRM tools to increase the proportion of time spent on revenue-generating activities. Understanding this benchmark helps sales leaders optimize workflows and tools.
Why the other options are incorrect
50: Overestimates actual selling time; surveys show salespeople spend less than 40%.
20: Underestimates the average; most salespeople spend more than 20% on selling.
10: Far below the reported industry average for time spent selling.
Source for verification
HubSpot Sales Productivity Benchmark
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