Analyst research2023–2024

Commercial excellence research on seller time allocation

Bain & Company

What this label means

Structured method, but the publisher sells advice in this market.

Citation

Publisher: Bain & Company
Title: Commercial excellence research on seller time allocation
Date: 2023–2024
Provenance: Analyst research
Method: Client engagement data and time-allocation studies across B2B sales organisations.
What it does not show: Describes where time goes, not whether an agent can recover it. Removing admin time does not automatically become selling time.
Full reference: Bain & Company. Commercial excellence research on seller time allocation. 2023–2024

Where this source appears

Cited on 1 field guide. The claim drawn from it on each one is reproduced below, so you can check the reading against the source itself.

Inside sales
Sellers spend roughly a quarter of their time actively selling.
Read the inside sales guide

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