Market Report
The Selling-Time Math
What 90%+ quota-attainment sales orgs do differently, and where the extra selling time comes from
The gap between quota-crushing sales orgs and the rest isn't talent. It's 11 points of selling time.
Reps at 90%-plus quota-attainment sales orgs spend 34% of their week actually selling, compared to 23% at lower-performing orgs, according to Forrester. That 11-point gap traces back to how much time reps lose re-verifying account priority instead of acting on it. This report breaks down where the time goes and what closes the gap.
Accounts with strong technographic fit and rising IT spend are the ones that convert. Those signals have no standard CRM field, so you can’t filter for them.
Four B2B teams quantified what that gap costs and what it took to close it.
34% selling time at 90%+ quota-attainment orgs, versus 23% elsewhere.
(Forrester)
Built for VPs and Heads of Sales who own the number, not the hours
If you’re accountable for quota attainment, not for how reps spend each hour, this report shows where the selling-time gap actually comes from and what closes it.
- The 11-point gap: Why top-attainment orgs get more selling hours out of the same week, not more headcount.
- Where the time actually goes: Reps spend roughly 15% of their week on prospect research alone, at real cost per AE.
- The cost of re-verification: What it costs when reps re-check a score instead of trusting it and moving to the next call.
- What top-attainment orgs do differently: The selling-time behaviors separating 90%+ orgs from the rest.
- A framework for closing the gap: A way to reframe scoring trust as a selling-time lever, not a tooling decision.