# Missed Quota Series: They Were ONLY Selling 11 Hours Per Week! | Donald C. Kelly - 1997

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Text version: https://stenobird.com/podcast/the-sales-evangelist-745326/missed-quota-series-they-were-only-selling-11-hours-per-week-donald-c-kelly-1997.md
Podcast: [The Sales Evangelist](https://stenobird.com/podcast/the-sales-evangelist-745326)
Published: 2026-04-27T10:00:00+00:00
Episode link: https://thesalesevangelist.com
Audio file: https://pscrb.fm/rss/p/clrtpod.com/m/episodes.captivate.fm/episode/b7a28fa3-cda4-48af-a418-641b58be55b9.mp3
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Duration seconds: 1068

## Resource

Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota. Identifying Time-Bleeding Tasks Let me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect. Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer. On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers. Leveraging AI and Process Optimization So how do you fix it? It starts with getting rid of the work that does not need to be done manually. AI is making that a lot easier. Instead of spending close to an hour researching a prospect, reps can pull together key insights in just minutes. CRM updates can be automated. Meeting notes can be summarized without lifting a finger. And when it comes to proposals and documents, this is where better systems come in. Instead of starting from scratch every time, teams can use templates or even hand off parts of the process so reps can stay focused on selling. The goal here is simple. Take as much off the rep’s plate as possible so they can spend more time doing the one thing that actually drives results. Actionable Steps for Leaders and Reps If you want to fix this, both leaders and reps ha…

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