Q4 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 7.8M activities were tracked in Q4 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 27min
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 when active time is too high or a lack of engagement when it is too low.
Active time remained stable quarter-over-quarter.
Average Prodoscore
53
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 higher productivity; however, the ideal range is 40-75. 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 your team meets or exceeds the industry standard for high-value activity.
A lower score may indicate the need for process improvements or a different task allocation.
Work Habits
“First we make our habits, then our habits make us”
Start Time
8:32 AM
The average start time serves as a benchmark for when sales executives begin their day (not when they arrive at 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
5:31 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.
Start and end times were similar to Q3, with a slightly earlier end in Q4.
Work Location Breakdown
These percentages show the prevailing work model within the industry.
The benchmark highlights a clear trend toward remote work, consistent with prior quarters.
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 between in-office and remote work models helps businesses determine whether one work environment is more productive.
The data suggests that for the Q4 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.
The pattern in Q4 mirrors what we saw in Q3.
Engagement
The Pulse of Human Connection and Healthy Pipeline
Call Activity
Average Calls per Week
91
Average Call Duration
6 min
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 call activity was relatively stable, with a slight decline in total weekly meeting time but no change in the number of meetings per week.
Best Time to Connect
Monday 11am – 1pm
This time window is when sales executives have the most meaningful, actual conversations (calls lasting over 1 minute).
Targeting this window for critical prospect or client outreach maximizes the likelihood of a direct connection, accelerating 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.
The best time to connect moved from Tuesdays to Mondays in Q4.
Meeting Activity (Scheduled Virtual Meetings)
Average Meetings per Week
8
Average Meeting Time per Week
3hr 43min
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 call activity was relatively stable, with a slight decline in total weekly meeting time but no change in the number of meetings per week.
Email Activity
Average Emails per Week
55
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.
Email volume also mirrored Q3 with a very minor drop from 57 to 55.
Find out how your organization compares
