Measures the percentage of time a sales team spends actively engaging in sales activities.

What it Measures ?

How much time sales reps spend selling.

Relevant StakeHolders 

Sales Ops, HR

In-depth Use Case / Real-world Example

Sales Team Utilization Rate tracks how much of the sales team’s time is spent on productive activities such as prospecting, meetings, and closing deals. For example, if the team spends 30 hours a week, out of 40 hours available, on sales activities, the utilization rate is 75%. This KPI helps ensure that the sales team is being used effectively, with minimal time spent on non-sales tasks. In manufacturing, where sales teams may spend significant time on product training or technical discussions, maintaining high utilization rates is key for maximizing sales performance.