{
  "schema_version": "1.0.0",
  "title": "Sales Productivity and CRM Admin-Time Statistics",
  "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
  "published": "2026-09-12",
  "modified": "2026-09-12",
  "accessed": "2026-09-12",
  "language": "en",
  "scope": "Sales professionals in Salesforce’s third-party panel survey; not a time-tracking study or a small-business-only sample",
  "geography": "22 surveyed countries",
  "observation_period": "August–September 2025 survey; 2026 report edition",
  "editorial_owner": "Workspace369 editorial team",
  "review_cadence": "Review quarterly and when a cited producer releases a replacement study. Next editorial review: December 2026. Retain historical model versions and observation dates.",
  "attribution": "Reported observations belong to the original producers. Workspace369 is responsible for the compilation and explicitly labeled calculations, not an original survey.",
  "methodology": [
    "Salesforce’s seventh-edition report is the source for the selected survey observations. The collection window and sample are on page 3; question-specific denominators are retained where available.",
    "Workspace369 transcribed the time chart and selected capacity questions, then calculated a fixed-workweek translation. The downloadable rows preserve exact locators and input IDs.",
    "The reported selling totals and the component activities describe the same budget. Do not add the summary totals to the individual activities. The original contribution is the explicit workweek calculation, not a new survey."
  ],
  "limitations": [
    "Vendor-sponsored panel responses may differ from measured behavior. These figures do not isolate small businesses, one country, or Workspace369 customers.",
    "Survey averages do not specify what any individual rep should spend. Administrative work may be essential, and reducing it does not automatically increase sales.",
    "The edition is reviewed in 2026, but the time-allocation observations come from the earlier survey window."
  ],
  "sources": [
    {
      "id": "salesforce",
      "publisher": "Salesforce Research",
      "title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "publicationDate": null,
      "accessed": "2026-09-12",
      "primarySource": true,
      "license": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer."
    }
  ],
  "statistics": [
    {
      "stat_id": "time-meetings",
      "claim": "Surveyed reps: workweek share for customer meetings: 22% (August–September 2025 survey; 2026 report edition).",
      "value": 22,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Customer meetings",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-meetings",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-prospecting",
      "claim": "Surveyed reps: workweek share for prospecting: 18% (August–September 2025 survey; 2026 report edition).",
      "value": 18,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Prospecting",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-prospecting",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-quotes",
      "claim": "Surveyed reps: workweek share for quote preparation: 17% (August–September 2025 survey; 2026 report edition).",
      "value": 17,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Quote preparation",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-quotes",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-planning",
      "claim": "Surveyed reps: workweek share for planning: 16% (August–September 2025 survey; 2026 report edition).",
      "value": 16,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Planning",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-planning",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-entry",
      "claim": "Surveyed reps: workweek share for manual data entry: 13% (August–September 2025 survey; 2026 report edition).",
      "value": 13,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Manual data entry",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-entry",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-training",
      "claim": "Surveyed reps: workweek share for training: 11% (August–September 2025 survey; 2026 report edition).",
      "value": 11,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Training",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-training",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "time-other",
      "claim": "Surveyed reps: workweek share for other work: 3% (August–September 2025 survey; 2026 report edition).",
      "value": 3,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, workweek donut chart, Other work",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#time-other",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "selling-share",
      "claim": "Surveyed reps: selling share of workweek: 40% (August–September 2025 survey; 2026 report edition).",
      "value": 40,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, donut chart center, Selling",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#selling-share",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "nonselling-share",
      "claim": "Surveyed reps: nonselling share of workweek: 60% (August–September 2025 survey; 2026 report edition).",
      "value": 60,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, donut chart center, Not selling",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#nonselling-share",
      "evidence_type": "Self-reported time allocation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "roi",
      "claim": "Sales survey: customers place greater importance on measurable roi: 69% (August–September 2025 survey; 2026 report edition).",
      "value": 69,
      "unit": "percent",
      "population": "Sales-professional respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, sales professionals statement chart",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#roi",
      "evidence_type": "Survey perception",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "personal",
      "claim": "Sales survey: customers place greater importance on personalization: 67% (August–September 2025 survey; 2026 report edition).",
      "value": 67,
      "unit": "percent",
      "population": "Sales-professional respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, sales professionals statement chart",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#personal",
      "evidence_type": "Survey perception",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "education",
      "claim": "Sales survey: customers need extensive education: 67% (August–September 2025 survey; 2026 report edition).",
      "value": 67,
      "unit": "percent",
      "population": "Sales-professional respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, sales professionals statement chart",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#education",
      "evidence_type": "Survey perception",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "decisions",
      "claim": "Sales survey: customers take longer to decide: 57% (August–September 2025 survey; 2026 report edition).",
      "value": 57,
      "unit": "percent",
      "population": "Sales-professional respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 8, sales professionals statement chart",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#decisions",
      "evidence_type": "Survey perception",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "outreach",
      "claim": "Sales survey: team lacks cold-outreach capacity: 47% (August–September 2025 survey; 2026 report edition).",
      "value": 47,
      "unit": "percent",
      "population": "Sales-rep respondents",
      "geography": "22 surveyed countries",
      "observation_period": "August–September 2025 survey; 2026 report edition",
      "publisher": "Salesforce Research",
      "source_title": "State of Sales, seventh edition (2026 report; August–September 2025 survey)",
      "source_url": "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf",
      "source_locator": "Page 11, sales reps statement chart",
      "publication_date": null,
      "accessed_date": "2026-09-12",
      "primary_source": true,
      "method_notes": "Anonymous vendor-sponsored survey of 4,050 sales professionals across 22 countries. Rep-only question bases are not separately enumerated. Self-reported allocation, not observed time logs.",
      "license_notes": "Selected factual observations paraphrased with attribution. No source report, chart, participant data or proprietary database is redistributed; source rights remain with its producer.",
      "status": "verified",
      "kind": "reported",
      "formula": null,
      "input_stat_ids": [],
      "input_source_urls": [],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#outreach",
      "evidence_type": "Survey perception",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-meetings",
      "claim": "Customer meetings: modeled hours in a 40-hour workweek: 8.8 (Scenario using August–September 2025 survey shares).",
      "value": 8.8,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-meetings"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-meetings",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-prospecting",
      "claim": "Prospecting: modeled hours in a 40-hour workweek: 7.2 (Scenario using August–September 2025 survey shares).",
      "value": 7.2,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-prospecting"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-prospecting",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-quotes",
      "claim": "Quote preparation: modeled hours in a 40-hour workweek: 6.8 (Scenario using August–September 2025 survey shares).",
      "value": 6.8,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-quotes"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-quotes",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-planning",
      "claim": "Planning: modeled hours in a 40-hour workweek: 6.4 (Scenario using August–September 2025 survey shares).",
      "value": 6.4,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-planning"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-planning",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-entry",
      "claim": "Manual data entry: modeled hours in a 40-hour workweek: 5.2 (Scenario using August–September 2025 survey shares).",
      "value": 5.2,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-entry"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-entry",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-training",
      "claim": "Training: modeled hours in a 40-hour workweek: 4.4 (Scenario using August–September 2025 survey shares).",
      "value": 4.4,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-training"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-training",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    },
    {
      "stat_id": "hours-other",
      "claim": "Other work: modeled hours in a 40-hour workweek: 1.2 (Scenario using August–September 2025 survey shares).",
      "value": 1.2,
      "unit": "hours per week",
      "population": "Illustrative 40-hour workweek, not observed hours",
      "geography": "22 surveyed countries",
      "observation_period": "Scenario using August–September 2025 survey shares",
      "publisher": "Workspace369 (calculation from cited primary inputs)",
      "source_title": "Sales Productivity and CRM Admin-Time Statistics: Workspace369 model",
      "source_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/",
      "source_locator": "Workspace369 calculation; see formula and input IDs in the download",
      "publication_date": "2026-09-12",
      "accessed_date": "2026-09-12",
      "primary_source": false,
      "method_notes": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "license_notes": "Attribute Workspace369 calculations; original input source rights remain with their producers.",
      "status": "verified",
      "kind": "calculated",
      "formula": "40 assumed weekly hours × reported workweek percentage ÷ 100",
      "input_stat_ids": [
        "time-other"
      ],
      "input_source_urls": [
        "https://www.salesforce.com/en/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf"
      ],
      "standard_error_percentage_points": null,
      "standard_error_locator": null,
      "cohort": null,
      "age_years": null,
      "surviving_establishments": null,
      "canonical_url": "https://workspace369.com/research/sales-productivity-crm-admin-statistics/#hours-other",
      "evidence_type": "Illustrative calculation",
      "qualifier": null,
      "significance": null
    }
  ]
}