Hire Salesforce consultants before CRM problems cost you more
Salesforce’s 2026 State of Sales research found that the average seller spends only 40% of working time selling. The figure comes from a double-anonymous survey of 4,050 sales professionals conducted across 22 countries in August and September 2025. That 40% figure is useful as a warning sign, but it isn’t a target every sales team should expect to match. A company’s sales model, account mix, reporting rules, CRM setup, and administrative workload can all move the number. Salesforce State of Sales research The better use of this benchmark is diagnostic. If your sellers spend far less time with prospects and customers, the gap gives you a reason to inspect where the hours are going. Salesforce itself may be part of that investigation when users face duplicate records, slow workflows, poor integrations, excessive manual entry, or processes that no longer reflect how the company sells. A benchmark shows the gap, not its cause A benchmark is a comparison point drawn from a defi...