The numbers behind the choice
Sales Productivity Statistics 2026
This page gathers the numbers behind sales productivity: how sellers spend their week, how many hit quota, how quickly AI tools are spreading and what they deliver, how buyers now prefer to buy, and what sales roles pay. Survey data is mostly global or US from 2024 to 2026. Employment and pay figures are for the US from the Bureau of Labor Statistics, worker AI use comes from the US Census Bureau and Pew Research Center, and firm-level AI adoption is for the EU from Eurostat.
By the KeenVerdict research desk · Updated November 4, 2026 · 48 figures from 18 sources
53 of 53 source quotes re-checked against the original pages on November 4, 2026
The short answer
Sellers spend only about 25% to 40% of their time selling, according to Bain and Salesforce, and quota attainment is falling: The Bridge Group found 48% of account executives at quota in 2026, down from 51% in 2024. AI use is widespread, with 87% of sales organizations using it (Salesforce), but measured gains are modest: the Census Bureau found 31% of US workers using AI saved one to two hours in a week.
Key figures
- 40%The average seller spends 40% of their time selling, according to Salesforce’s survey of 4,050 sales professionals in August and September 2025.Salesforce
- 25%Bain estimates that sellers may spend only about 25% of their time actually selling to customers, in its Technology Report 2025.Bain & Company
- 78%78% of sellers missed quota in Ebsta and Pavilion's 2025 benchmark, up from 69% in the prior report.Ebsta and Pavilion
- 48%48% of account executives were at quota in The Bridge Group's 2026 survey of 158 B2B companies, down from 51% in 2024.The Bridge Group
- 87%87% of sales organizations use some form of AI for tasks such as prospecting, forecasting, lead scoring or drafting emails, per Salesforce’s 2026 State of Sales.Salesforce
- 56%About 56% of US workers said they had used AI on the job for at least one of 11 tasks in the Census Bureau's March 2026 Household Trends and Outlook Pulse Survey.U.S. Census Bureau
- 31%Among US workers who used AI at work in the past week, 31% said it saved them one to two hours and a quarter said it saved less than an hour, per the Census Bureau's March 2026 survey.U.S. Census Bureau
- 67%67% of B2B buyers prefer a rep-free buying experience, per a Gartner survey of 646 buyers in August and September 2025.Gartner
Our reading of the data
Selling time is the scarce input. Salesforce puts the average at 40% of a seller's time, Bain at about 25%, and Ebsta and Pavilion's deal data at 21% of the day spent with customers. The definitions differ, but every source agrees that most of a rep's hours go to admin, data entry and internal work, and Salesforce found 48% of sellers lack bandwidth for adequate cold outreach. Judge any sales tool on the hours it returns to selling.
Results are concentrated and attainment is slipping. Ebsta and Pavilion found 78% of sellers missed quota and that 14% of sellers drive 80% of revenue. The Bridge Group found 48% of account executives at quota in 2026, down from 51% in 2024, and 60% of sales development reps at quota in its 2025 study, the lowest on record. Gartner's 2024 survey found sellers overwhelmed by technology are 45% less likely to reach quota, and CaptivateIQ found 64% of organizations had commission payout errors in the past year.
AI use is common but the payoff is modest. Salesforce found 87% of sales organizations use some form of AI, and the Census Bureau found about 56% of US workers had used AI on the job in March 2026. Measured time savings are small: the St. Louis Fed estimated 5.4% of work hours for generative AI users in November 2024, the Census Bureau found 31% of recent AI users saved one to two hours, and an NBER study of Danish workers ruled out earnings or hours effects larger than 2%. The Bridge Group links high AI engagement with higher quota attainment, but its data is observational.
Buyers are moving faster than sellers. Gartner found 67% of B2B buyers preferred a rep-free experience in 2025, up from 61% a year earlier, and 45% used AI during a recent purchase. Sales tools that cut admin and improve data are the safer buy, along with clear self-service content, because many buyers would rather not take the call.
How much time sellers spend selling
- 1.
The average seller spends 40% of their time selling, according to Salesforce’s survey of 4,050 sales professionals in August and September 2025.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
The grunt work tax is real: While the average seller spends 40% of their time selling, Gen Z reps are trapped at just 35% — losing approximately two full hours each week to manual data entry that senior reps spend researching prospects and building relationships.
- 2.
Gen Z sales reps spend just 35% of their time selling, losing about two hours a week to manual data entry, per the same Salesforce survey.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
The grunt work tax is real: While the average seller spends 40% of their time selling, Gen Z reps are trapped at just 35% — losing approximately two full hours each week to manual data entry that senior reps spend researching prospects and building relationships.
- 3.
Bain estimates that sellers may spend only about 25% of their time actually selling to customers, in its Technology Report 2025.
Bain & Company, AI Is Transforming Productivity, but Sales Remains a New Frontier (Technology Report 2025) (Sep 2025)
Source quote
Sellers may spend only about 25% of their time actually selling to customers.
- 4.
Sellers spent only 21% of their day engaging with customers in Ebsta and Pavilion's 2025 benchmark of 2024 deal activity, while top performers spent nearly 50%.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
On average, sellers spend only 21% of their day engaging with customers • Top performers achieve higher win rates and faster deal velocity by spending nearly 50% of their time with customers • Rising Customer Acquisition Costs (CAC) make every wasted minute a missed opportunity The Solution To drive growth, sellers must reclaim their time - focusing on trust-building, value delivery, and closing deals.
- 5.
Sellers in Ebsta and Pavilion's 2025 benchmark spent less than two hours a day selling on average, against four hours for top performers.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
On average, sellers spend less than 2 hours a day selling (4 hours for A-players).
- 6.
48% of sellers in Salesforce's 2025 survey said they lack bandwidth for adequate cold outreach, despite spending nearly one full day a week on prospecting.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
Despite devoting nearly one full day of their workweek to prospecting efforts, 48% say they lack bandwidth to do adequate cold outreach.
- 7.
80% of the global workforce, employees and leaders alike, say they lack enough time or energy to do their work, per Microsoft’s 2025 Work Trend Index.
Microsoft, 2025 Work Trend Index: The Year the Frontier Firm Is Born (Apr 2025)
Source quote
Our data reveals a capacity gap : 53% of leaders say productivity must increase , but 80% of the global workforce —both employees and leaders—say they’re lacking enough time or energy to do their work.
Chart
Share of working time spent selling
Salesforce State of Sales survey of 4,050 sales professionals, August to September 2025.
- Average seller40%
- Gen Z rep35%
Source: Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026)
Quota attainment and performance gaps
- 8.
78% of sellers missed quota in Ebsta and Pavilion's 2025 benchmark, up from 69% in the prior report.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
Missed quota rates have climbed to 78% from 69% (page 5), and just 14% of sellers drive 80% of revenue (page 8), exposing an 11x performance difference between top and bottom performers (page 7).
- 9.
Just 14% of sellers drove 80% of revenue in Ebsta and Pavilion's 2025 benchmark, an 11x performance difference between top and bottom performers.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
Missed quota rates have climbed to 78% from 69% (page 5), and just 14% of sellers drive 80% of revenue (page 8), exposing an 11x performance difference between top and bottom performers (page 7).
- 10.
Sellers who partner effectively with AI tools are 3.7 times more likely to meet quota, per a Gartner survey of 1,026 B2B sellers in early 2024.
Gartner, Gartner Sales Survey Reveals Sellers Who Partner With AI Are 3.7 Times More Likely to Meet Quota (Sep 2024)
Source quote
Sellers who effectively partner with AI tools are 3.7 times more likely to meet quota than those who do not, according to a survey by Gartner, Inc. Gartner surveyed 1,026 B2B sellers in January through March 2024 to understand what skills are needed to excel in a changing B2B environment.
- 11.
50% of B2B sellers told Gartner in early 2024 that they were overwhelmed by the amount of technology needed for their job, and 72% by the number of skills required.
Gartner, Gartner Sales Survey Reveals Sellers Who Partner With AI Are 3.7 Times More Likely to Meet Quota (Sep 2024)
Source quote
The survey also revealed 72% of sellers feel overwhelmed by the number of skills required for their job, and 50% are overwhelmed by the amount of technology needed.
- 12.
Sellers who felt overwhelmed were 45% less likely to attain quota, according to Gartner's 2024 seller survey.
Gartner, Gartner Sales Survey Reveals Sellers Who Partner With AI Are 3.7 Times More Likely to Meet Quota (Sep 2024)
Source quote
Overwhelmed sellers are 45% less likely to attain quota, leading to worsened commercial outcomes for their organizations.
- 13.
60% of CSOs say their revenue number is largely driven by factors outside their control, in a Gartner survey of 210 sales executives in early 2026.
Gartner, Gartner Predicts AI Agents Will Outnumber Sellers 10 to 1 by 2028, Yet Fewer Than 40% of Sellers Will Say Agents Improved Productivity (Jul 2026)
Source quote
A Gartner survey of 210 CSOs and senior sales executives conducted from January through February 2026 found that 60% of CSOs say their revenue number is largely driven by elements outside of their control, underscoring the misalignment many leaders feel between productivity investments and commercial outcomes.
- 14.
48% of account executives were at quota in The Bridge Group's 2026 survey of 158 B2B companies, down from 51% in 2024.
The Bridge Group, AE Models, Motions & Metrics: 2026 Research Report (10th edition) (Jun 2026)
Source quote
Share of reps at quota 48% ↓ from 51% in 2024
- 15.
60% of sales development reps were at quota in The Bridge Group's 2025 study of 351 B2B companies, the lowest share in the study's history and part of a decline since 2018.
The Bridge Group, SDR Models, Motions & Metrics (10th edition) (Feb 2025)
Source quote
Share of SDRs at quota 60% Lowest reported in study history This metric has trended down since 2018.
- 16.
Only 33% of organizations had automated sales commissions end to end, according to CaptivateIQ's 2026 State of Incentive Compensation report.
CaptivateIQ, The State of Incentive Compensation in 2026 (2026)
Source quote
Two-thirds never finished the wiring, with only 33% having automated commissions end-to-end, according to CaptivateIQ's 2026 State of Incentive Compensation report.
- 17.
64% of organizations experienced commission payout errors in the past year, even though 91% reported high payee trust, per CaptivateIQ's 2026 report.
CaptivateIQ, The State of Incentive Compensation in 2026 (2026)
Source quote
91% of organizations report high payee trust while 64% experienced payout errors in the past year.
AI adoption in sales teams
- 18.
87% of sales organizations use some form of AI for tasks such as prospecting, forecasting, lead scoring or drafting emails, per Salesforce’s 2026 State of Sales.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
AI adoption in sales is already mainstream: 87% of sales organizations currently use some form of AI for tasks like prospecting, forecasting, lead scoring, or drafting emails.
- 19.
54% of sellers say they have used AI agents, and nearly 9 in 10 plan to by 2027.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
AI agent adoption is accelerating quickly: 54% of sellers say they’ve used agents, and nearly 9 in 10 plan to by 2027.
- 20.
Among sellers using AI in Salesforce's 2025 survey, 89% said it deepens customer understanding and 87% said it makes their job less stressful.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
Sellers using AI report meaningful value: 89% say AI deepens customer understanding, and 87% say it makes their job less stressful.
- 21.
55% of sales professionals were using AI for prospecting in Salesforce's 2025 survey, and another 38% planned to.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
To close the capacity gap, 55% of sales professionals are using AI for prospecting, with another 38% planning to do so in the future.
- 22.
Top-performing sellers are 1.7 times more likely than underperformers to use prospecting AI agents for outreach, per Salesforce's survey of 4,050 sales professionals in 2025.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
Top-performing sellers are 1.7 times more likely to use prospecting AI agents for outreach than underperformers.
- 23.
Automating manual sales tasks was the top AI application, cited by 88% in Ebsta and Pavilion's survey of more than 2,000 CROs.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
Automating these tasks is the top AI application (88%), according to our survey of over 2,000 CROs.
- 24.
19.95% of EU enterprises with 10 or more employees used at least one AI technology in 2025, according to Eurostat.
Eurostat, Use of artificial intelligence in enterprises (Statistics Explained, revision of December 2025) (Dec 2025)
Source quote
In 2025, 19.95% of EU enterprises used AI technologies.
- 25.
Among EU enterprises using AI in 2025, 34.70% used it for marketing or sales, the most common purpose, and 31.05% for business administration or management, per Eurostat.
Eurostat, Use of artificial intelligence in enterprises (Statistics Explained, revision of December 2025) (Dec 2025)
Source quote
In 2025, 34.70% of enterprises using AI technologies used these software or systems for marketing or sales and 31.05% for the organisation of business administration processes or management.
- 26.
Among EU enterprises using AI in 2025, 48.18% of retail firms and 58.82% of accommodation firms used it for marketing or sales, per Eurostat.
Eurostat, Use of artificial intelligence in enterprises (Statistics Explained, revision of December 2025) (Dec 2025)
Source quote
Enterprises mainly used AI software or systems for marketing or sales in the accommodation sector (58.82%) and in the retail trade sector (48.18%) (Table 2).
- 27.
About 56% of US workers said they had used AI on the job for at least one of 11 tasks in the Census Bureau's March 2026 Household Trends and Outlook Pulse Survey.
U.S. Census Bureau, Does Using Artificial Intelligence Save Time at Work? (Aug 2026)
Source quote
About 56% of U.S. workers said they have used Artificial Intelligence (AI) on the job for at least one of 11 tasks asked about on the U.S. Census Bureau’s March 2026 Household Trends and Outlook Pulse Survey (HTOPS).
- 28.
About 24% of US workers who used AI at work used it every day in the week before the Census Bureau's March 2026 survey, and 31% did not use it at all that week.
U.S. Census Bureau, Does Using Artificial Intelligence Save Time at Work? (Aug 2026)
Source quote
About 24% of AI users at work — those who reported using AI for any of the survey’s 11 tasks – said they used AI every day in the last week. Another 46% said they used it at least one day (but not every day), and 31% said they didn’t use it at all.
- 29.
38% of employed US adults used AI chatbots for tasks at work in a February 2026 Pew Research Center survey.
Pew Research Center, Americans and AI 2026: Chatbots, Smart Devices and Views on Impact (Jun 2026)
Source quote
38% of employed adults report using chatbots for tasks at work.
Chart
Top uses of AI at work among US workers, March 2026
Share of US workers using AI for each task, Census Bureau Household Trends and Outlook Pulse Survey, March 2026.
- Search for information or technical help37%
- Write communications or documentation32%
- Generate ideas32%
- Interpret, translate or summarize31%
- Administrative tasks27%
Source: U.S. Census Bureau, Does Using Artificial Intelligence Save Time at Work?
What AI actually delivers for sellers
- 30.
Bain reports that early successes with AI in sales show improvements in win rates of 30% or better.
Bain & Company, AI Is Transforming Productivity, but Sales Remains a New Frontier (Technology Report 2025) (Sep 2025)
Source quote
AI can handle tasks that free up sellers to spend more time with customers, and early successes show 30% or better improvement in win rates.
- 31.
Sellers in Salesforce's 2025 survey expected AI agents, once fully implemented, to cut prospect research time by 34% and email drafting time by 36%.
Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026)
Source quote
Once fully implemented, sellers expect agents to cut prospect research time by 34% and email drafting by 36%, giving sales teams meaningful time back in their day.
- 32.
US workers who used generative AI saved an average of 5.4% of their work hours in November 2024, per a nationally representative St. Louis Fed survey.
Federal Reserve Bank of St. Louis, The Impact of Generative AI on Work Productivity (Feb 2025)
Source quote
We found an average time savings of 5.4% of work hours in the November 2024 survey.
- 33.
For a 40-hour week, that 5.4% saving equals about 2.2 hours.
Federal Reserve Bank of St. Louis, The Impact of Generative AI on Work Productivity (Feb 2025)
Source quote
For an individual working 40 hours per week, saving 5.4% of work hours implies a time savings of 2.2 hours per week.
- 34.
Gartner predicted in 2026 that AI agents will outnumber sellers by 10 times by 2028, yet fewer than 40% of sellers will say agents have improved their productivity.
Gartner, Gartner Predicts AI Agents Will Outnumber Sellers 10 to 1 by 2028, Yet Fewer Than 40% of Sellers Will Say Agents Improved Productivity (Jul 2026)
Source quote
By 2028, AI agents will outnumber sellers by 10 times, yet fewer than 40% of sellers will say AI agents have improved productivity, according to Gartner, Inc., a business and technology insights company.
- 35.
34% of companies in Ebsta and Pavilion's research used AI to automate sales tasks, a share expected to reach 64% by the end of 2025.
Ebsta and Pavilion, GTM Benchmarks Report 2025 (2025)
Source quote
34% of companies use AI to automate sales tasks today, expected to reach 64% by end 2025.
- 36.
Among US workers who used AI at work in the past week, 31% said it saved them one to two hours and a quarter said it saved less than an hour, per the Census Bureau's March 2026 survey.
U.S. Census Bureau, Does Using Artificial Intelligence Save Time at Work? (Aug 2026)
Source quote
A quarter said AI saved them less than an hour and 31% said AI saved them one to two hours.
- 37.
B2B companies in the top third of The Bridge Group's AI engagement score had 57% of account executives at quota in 2026, against 39% in the bottom third; the study notes this is observational data.
The Bridge Group, AE Models, Motions & Metrics: 2026 Research Report (10th edition) (Jun 2026)
Source quote
Organizations in the highest AI Engagement Score tercile reported 57% of reps at quota, vs. 39% in the lowest.
- 38.
A study of Danish workers linking AI chatbot adoption surveys to administrative records found precise null effects on earnings and recorded hours, ruling out effects larger than 2% two years after ChatGPT's launch (NBER working paper, revised 2026).
National Bureau of Economic Research, Large Language Models, Small Labor Market Effects (Working Paper 33777) (Mar 2026)
Source quote
we estimate precise null effects on earnings and recorded hours at both the worker and workplace levels, ruling out effects larger than 2% two years after the launch of ChatGPT.
Chart
Expected time saved by AI agents once fully implemented
Seller expectations, Salesforce State of Sales 2026 survey.
- Prospect research34%
- Email drafting36%
Source: Salesforce, The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026)
Buyers who want fewer sales calls
- 39.
67% of B2B buyers prefer a rep-free buying experience, per a Gartner survey of 646 buyers in August and September 2025.
Gartner, Gartner Sales Survey Finds 67% of B2B Buyers Prefer a Rep-Free Experience (Mar 2026)
Source quote
Buyers want to engage on their own terms as 67% of B2B buyers state that they prefer a rep‑free experience, according to a survey by Gartner, Inc., a business and technology insights company.
- 40.
45% of B2B buyers in the same Gartner survey used AI during a recent purchase.
Gartner, Gartner Sales Survey Finds 67% of B2B Buyers Prefer a Rep-Free Experience (Mar 2026)
Source quote
A survey of 646 B2B buyers conducted from August through September 2025 found the shift is already underway, with 45% reporting they used AI during a recent purchase.
- 41.
One year earlier, 61% of B2B buyers surveyed by Gartner preferred a rep-free experience.
Gartner, Gartner Sales Survey Finds 61% of B2B Buyers Prefer a Rep-Free Buying Experience (Jun 2025)
Source quote
While chief sales officers (CSOs) look for ways to enhance the quality of engagement with their buyers, 61% of B2B buyers prefer an overall rep-free buying experience, according to a survey by Gartner, Inc.
- 42.
73% of B2B buyers in Gartner's 2024 survey said they actively avoid suppliers who send irrelevant outreach.
Gartner, Gartner Sales Survey Finds 61% of B2B Buyers Prefer a Rep-Free Buying Experience (Jun 2025)
Source quote
Although many organizations have increased investment in outreach to reach hard-to-access buyers, 73% of B2B buyers actively avoid suppliers who send irrelevant outreach.
Chart
How B2B buyers prefer to complete buying activities
Average number of buying activities by preferred channel, Gartner survey of 632 B2B buyers, 2024.
- Online and with reps3
- With supplier reps2.3
- Digital self-service1.8
Source: Gartner, Gartner Sales Survey Finds 61% of B2B Buyers Prefer a Rep-Free Buying Experience
Sales jobs and pay in the US
- 43.
The US had about 650,100 sales manager jobs in 2025, per the Bureau of Labor Statistics.
U.S. Bureau of Labor Statistics, Sales Managers, Occupational Outlook Handbook (Aug 2026)
Source quote
Sales managers held about 650,100 jobs in 2025.
- 44.
The median US sales manager earned $148,270 in May 2025.
U.S. Bureau of Labor Statistics, Sales Managers, Occupational Outlook Handbook (Aug 2026)
Source quote
The median annual wage for sales managers was $148,270 in May 2025.
- 45.
Sales manager employment is projected to grow 4% from 2025 to 2035, about as fast as all occupations.
U.S. Bureau of Labor Statistics, Sales Managers, Occupational Outlook Handbook (Aug 2026)
Source quote
Employment of sales managers is projected to grow 4 percent from 2025 to 2035, about as fast as the average for all occupations.
- 46.
US wholesale and manufacturing sales representatives outside technical and scientific products held about 1.3 million jobs in 2025, per the BLS.
U.S. Bureau of Labor Statistics, Wholesale and Manufacturing Sales Representatives, Occupational Outlook Handbook (Aug 2026)
Source quote
Sales representatives, wholesale and manufacturing, except technical and scientific products held about 1.3 million jobs in 2025.
- 47.
US sales representatives selling technical and scientific products earned a median annual wage of $104,920 in May 2025, per the BLS.
U.S. Bureau of Labor Statistics, Wholesale and Manufacturing Sales Representatives, Occupational Outlook Handbook (Aug 2026)
Source quote
The median annual wage for sales representatives, wholesale and manufacturing, technical and scientific products was $104,920 in May 2025.
- 48.
About 123,400 openings for wholesale and manufacturing sales reps are projected each year, on average, from 2025 to 2035.
U.S. Bureau of Labor Statistics, Wholesale and Manufacturing Sales Representatives, Occupational Outlook Handbook (Aug 2026)
Source quote
Despite limited employment growth, about 123,400 openings for wholesale and manufacturing sales representatives are projected each year, on average, over the decade.
Chart
Median sales manager pay by industry, May 2025
US Bureau of Labor Statistics, Occupational Employment and Wage Statistics, May 2025.
- Finance and insurance$174,440
- Professional, scientific and technical services$173,700
- Manufacturing$156,150
- Wholesale trade$149,980
- Retail trade$100,000
Source: U.S. Bureau of Labor Statistics, Sales Managers, Occupational Outlook Handbook
Questions readers ask
- How much time do sales reps actually spend selling?
- Between about a quarter and 40% of their time. Salesforce found the average seller spends 40% of their time selling, Bain estimates about 25%, and Ebsta and Pavilion found sellers spend 21% of their day with customers.
- What percentage of sales reps hit quota?
- Fewer than half in recent data. The Bridge Group found 48% of account executives at quota in 2026, down from 51% in 2024, and Ebsta and Pavilion found 78% of sellers missed quota in their 2025 benchmark.
- Does AI make salespeople more productive?
- It helps, but measured gains are modest. The Census Bureau found 31% of US workers who used AI in the past week saved one to two hours, the St. Louis Fed measured average savings of 5.4% of work hours, and Gartner's 2024 survey found sellers who partner well with AI are 3.7 times more likely to meet quota.
- How many salespeople use AI?
- Most. Salesforce found 87% of sales organizations use some form of AI and 54% of sellers have used AI agents. Across all US workers, the Census Bureau found about 56% had used AI on the job in March 2026.
- Do B2B buyers still want to talk to sales reps?
- Fewer do. Gartner found 67% of B2B buyers preferred a rep-free experience in 2025, up from 61% the year before, and 45% used AI during a recent purchase.
- How much do sales managers earn?
- The BLS puts the US median at $148,270 in May 2025. Pay is highest in finance and insurance at $174,440.
How these figures were chosen
We used official statistics (US Bureau of Labor Statistics, US Census Bureau, Eurostat, Federal Reserve Bank of St. Louis), academic research (NBER), the Pew Research Center, and original surveys or data studies from the firms that ran them (Salesforce, Gartner, Bain, Ebsta and Pavilion, The Bridge Group, CaptivateIQ, Microsoft). Salesforce, Ebsta and CaptivateIQ sell sales software, so we label their findings and pair them with independent sources. Each figure was checked against its source on 2026-11-04. Surveys differ in sample, region and definitions of selling time and AI use, so compare figures within a source rather than across sources. Gartner's 2024 seller and buyer surveys, Ebsta and Pavilion's 2024 deal data and the St. Louis Fed's November 2024 survey are the latest available for those measures and are labeled with their year. Every quote was copied from the publisher's page and re-checked by our source checker. Read the methodology.
Sources
- Bain & Company. AI Is Transforming Productivity, but Sales Remains a New Frontier (Technology Report 2025) (Sep 2025).
- CaptivateIQ. The State of Incentive Compensation in 2026 (2026).
- Ebsta and Pavilion. GTM Benchmarks Report 2025 (2025).
- Eurostat. Use of artificial intelligence in enterprises (Statistics Explained, revision of December 2025) (Dec 2025).
- Federal Reserve Bank of St. Louis. The Impact of Generative AI on Work Productivity (Feb 2025).
- Gartner. Gartner Sales Survey Reveals Sellers Who Partner With AI Are 3.7 Times More Likely to Meet Quota (Sep 2024).
- Gartner. Gartner Predicts AI Agents Will Outnumber Sellers 10 to 1 by 2028, Yet Fewer Than 40% of Sellers Will Say Agents Improved Productivity (Jul 2026).
- Gartner. Gartner Sales Survey Finds 67% of B2B Buyers Prefer a Rep-Free Experience (Mar 2026).
- Gartner. Gartner Sales Survey Finds 61% of B2B Buyers Prefer a Rep-Free Buying Experience (Jun 2025).
- Microsoft. 2025 Work Trend Index: The Year the Frontier Firm Is Born (Apr 2025).
- National Bureau of Economic Research. Large Language Models, Small Labor Market Effects (Working Paper 33777) (Mar 2026).
- Pew Research Center. Americans and AI 2026: Chatbots, Smart Devices and Views on Impact (Jun 2026).
- Salesforce. The Productivity Gap: New Survey Shows 9 in 10 Sellers Are Betting on AI and Agents To Help (State of Sales 2026) (Feb 2026).
- The Bridge Group. AE Models, Motions & Metrics: 2026 Research Report (10th edition) (Jun 2026).
- The Bridge Group. SDR Models, Motions & Metrics (10th edition) (Feb 2025).
- U.S. Bureau of Labor Statistics. Sales Managers, Occupational Outlook Handbook (Aug 2026).
- U.S. Bureau of Labor Statistics. Wholesale and Manufacturing Sales Representatives, Occupational Outlook Handbook (Aug 2026).
- U.S. Census Bureau. Does Using Artificial Intelligence Save Time at Work? (Aug 2026).
How to cite
Link to this page or to a single figure. Name the original publisher where you can.
KeenVerdict. (2026, November 4). Sales Productivity Statistics 2026. https://keenverdict.com/sales-productivity-statistics
Questions or corrections: editorial@keenverdict.com. Next scheduled review: January 3, 2027.