Q3 2025 Sales Benchmark Report
This report provides a benchmark for sales activity and work habits, offering a comparative standard for companies to evaluate their teams.
By analyzing these key metrics, businesses can identify areas of strength and opportunity, optimize their processes, and ultimately improve sales and revenue.
About the Report
This report is based on the activities tracked from over 2,000 sales executives across core business applications including CRM, calendar, email, phone and virtual meeting systems, and more. A total of 9.3M activities were tracked in Q3 2025.
The report is organized into three main areas:
- Productivity | The Foundation of Success
- Work Habits | “First we make our habits, then our habits make us”
- Engagement | The Pulse of Human Connection and Healthy Pipeline
Productivity
The Foundation of Success
Daily Active Time
3hr 40min
This metric represents the actual time spent on core work applications and tasks, distinguishing it from time logged on a computer.
This is a more accurate measure of engagement than a traditional 8-hour workday.
Comparing your team’s active time to the benchmark helps you understand if they are dedicating enough time to revenue-generating activities.
It can also help identify potential burnout if active time is too high or a lack of engagement if it is too low.
Average Prodoscore
54
The average Prodoscore is a composite metric that quantifies overall activity across all work applications. It ranges from 0-100.
A higher score generally indicates a higher level of productivity; however, the ideal range is between 40 and 75. If employees consistently exceed 75, there is a risk of burnout, and/or additional capacity might be needed to optimize opportunities.
By comparing your team’s average score to the benchmark, you can quickly assess whether they meet or exceed the industry standard for high-value activity.
A lower score might signal a need for process improvements or a different allocation of tasks.
Work Habits
“First we make our habits, then our habits make us”
Start Time
8:28 AM
The average start time indicates a benchmark for when sales executives begin their day (not when they come to the office).
This is a critical metric for a competitive industry like staffing, where early engagement with prospects and clients can be a significant advantage.
Measuring your team’s start time against this benchmark can highlight opportunities to improve morning efficiency.
End Time
5:48 PM
This metric provides insight into the typical duration of a productive workday.
While not a measure of productivity, understanding the average end time helps set realistic expectations and assess work-life balance.
Work Location Breakdown
These percentages show the prevailing work model within the industry.
The benchmark highlights a clear trend towards remote work.
Firms can use this data to evaluate their own hybrid or remote policies and ensure they are competitive in attracting top talent who may prefer flexible work arrangements.
Work Location Productivity
In-Office vs. Remote Productivity Scores
Comparing productivity scores for in-office and remote work models allows businesses to understand if a specific work environment is more conducive to productivity.
The data suggests that for the Q3 2025 benchmark, in-office is the more productive work location for sales executives.
Leaders can use this to make informed decisions about their hybrid and remote work policies without sacrificing performance.
Top vs. Bottom Performing Day
This is a key insight for strategic planning.
Knowing which day is typically the most productive (and least productive) can help firms schedule critical tasks, such as client calls or prospect outreach, when sales are most engaged.
It can also inform training and team-building activities on less productive days.
Engagement
The Pulse of Human Connection and Healthy Pipeline
Call Activity
Average Calls per Week
98
Average Call Duration
6 min
The volume of calls directly indicates sales effort in sourcing prospects and connecting with clients.
High call volume demonstrates a strong work ethic. In contrast, a healthy call duration per week shows that sales executives are having meaningful, in-depth conversations – not just making quick, superficial calls.
The QoQ trend shows that call activity is up, suggesting that sales executives are busy with new business opportunities. However, we’re not at the same level as H1 2024 yet.
Best Time to Connect
Tuesday 11am – 1pm
This time window is when sales executives have the highest number of actual, meaningful conversations (calls lasting over 1 minute).
Targeting this window for critical prospect or client outreach maximizes the chance of connecting directly, leading to faster progress in the sales cycle.
If salespeople have high call volumes but low connect rates, managers should coach them to ensure call blocks are being executed within the correct time window to maximize efforts.
Meeting Activity (Scheduled Virtual Meetings)
Average Meetings per Week
8
Average Meeting Time per Week
3hr 58min
Meetings, from client intake calls to internal strategy sessions, are often critical to the sales process.
The number and duration of meetings help determine whether sales executives effectively collaborate and engage with internal and external stakeholders.
The QoQ trend shows that increased call activity results in more Meeting activity.
Email Activity
Average Emails per Week
57
Email volume is a key indicator of communication and outreach. It shows how actively salespeople correspond with prospects, clients, and internal teams.
A lower-than-benchmark email count might signal a missed opportunity to follow up with leads or maintain pipelines.
Unlike the uptrend in call activity, the QoQ trend of email activity shows a downtrend. This trend shows a potential impact of AI tools taking over email outreach and recruiters refocusing efforts on higher levels of personalization.
Find out how your organization compares