There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend about 35 percent of their total time on sales and the rest on administrative tasks and meetings with people other than contacts or clients. In a 40-hour workweek, that means about 14 hours are dedicated to work that is directly related to selling. To double your sales, you could double the time you spend on sales-related tasks and still have 12 hours for things that aren’t directly involved in selling.
