claim: Salesforce respondents spent 40% of an average workweek selling.

source_title: State of Sales, Seventh Edition

source_section: Page 8: How Reps Spend Their Time During an Average Workweek

evidence_type: anonymous third-party-panel survey

population: 4,050 sales professionals across sales leadership, quota-carrying, partner, SDR/BDR, and sales-operations roles

geography: 22 countries

period: survey fielded August-September 2025; report published as the 2026 edition

caveat: These are respondent-reported practices and perceptions, not audited CRM outcomes. Bases vary by question, especially for agent, usage-pricing, and partner-selling subsets.


claim: Meeting with customers accounted for 13% of respondents' average workweek.


claim: Prospecting accounted for 17% of respondents' average workweek.


claim: Sixty-nine percent said measurable ROI was more important to customers than a year earlier.

source_section: Page 8: Changing customer demands


claim: Sixty-nine percent said personalization was more important to customers than a year earlier.


claim: Sixty-seven percent said customers required extensive education before buying.


claim: Fifty-seven percent said customers took longer to decide than they used to.


claim: Fifty-four percent of sales teams said they already used AI agents.

source_section: Page 10: Sales Teams' Use of AI Agents


claim: Another 34% expected to use AI agents within two years.


metric_category: prospecting

claim: Thirty-four percent of sales teams with agents used them for prospecting.

source_section: Page 11: Agents Take on Prospecting


claim: Ninety-two percent of sales professionals with prospecting agents said AI benefited prospecting.


claim: Forty-seven percent of sales reps called cold outreach one of the worst parts of the job.

source_section: Page 11: Sales Reps Who Say the Following


claim: Forty-seven percent said their team lacked the bandwidth for cold outreach.


claim: Eighty-five percent of reps with agents said AI freed them to focus on higher-value work.

source_section: Page 12: AI and Agents Provide Professional Development


claim: Eighty-four percent of reps with agents said they developed new skills by working with AI.


claim: Eighty-two percent of reps with agents said AI provided career-growth opportunities.


claim: Forty-six percent of sales professionals with agents said data-quality issues hurt their sales.

source_section: Page 15: Data Concerns Hold Sales Teams Back


claim: Forty-two percent of sales reps said they were overwhelmed by too many tools.

source_section: Page 16: Bloated Tech Stacks


claim: Eighty-four percent of teams without an all-in-one platform planned to consolidate technology.

source_section: Page 17: Tech Consolidation and Data Hygiene


metric_category: pricing

claim: Seventy-six percent of sales leaders said usage pricing was more important to customers than a year earlier.

source_section: Page 20: Usage Pricing


claim: Sales professionals spent an average of 16% of their time on preparation and planning.

source_section: Page 21: Sales Planning


claim: Ninety-four percent said their company used partner selling in 2025, up from 86% in 2024.

source_section: Page 22: Sellers Bring Partners Closer


metric_category: coaching

claim: Seventy-five percent of reps said they were more likely to hit targets with a coach or mentor.

source_section: Page 25: Coaching Agents Help Reps Grow Their Skills


metric_category: methodology

claim: Ebsta analyzed 655,000 opportunities representing $48 billion in opportunity value.

source_title: Ebsta x Pavilion 2025 GTM Benchmarks Report

source_section: Page 2: Pipeline and Survey Results Analysed by Ebsta

evidence_type: CRM opportunity analysis plus CRO and sales-leader survey

population: 655,000 opportunities worth $48 billion, supplemented by a survey of more than 2,000 CROs and sales leaders

geography: multi-industry dataset; report does not publish a country weighting for the cited aggregate findings

period: 2025 report comparing 2025 observations with 2024 where stated

caveat: The report combines behavioral opportunity data with survey findings. Percentage changes are relative, not percentage-point changes, and top-performer relationships do not establish causality.


claim: The report's 2025 aggregate new-logo win rate was 19%.

source_section: Page 7: State of GTM in 2025 Overview


claim: Seventy-eight percent of sellers missed quota, up from 69% in the prior comparison.

source_section: Page 5: State of GTM in 2025


claim: Aggregate sales cycles were 9% shorter than in the report's 2024 comparison.


claim: Average contract value increased 54% in the report's 2025 comparison.


claim: MQL-to-SQL conversion increased 32% in the report's 2025 comparison.


claim: Top performers generated 11 times more revenue per day than the comparison group.

source_section: Page 8: The Gap Between A and B Sellers


claim: Top performers' sales cycles were 42% shorter.


claim: Top performers managed 2.64 times more deals.


claim: Top performers' average contract value was 76% higher.


claim: Top performers' win rates were 43% higher.


claim: Fourteen percent of sellers generated 80% of revenue in the analyzed population.

source_section: Page 9: The State of GTM in 2025


figure: <2 vs 4 hours

claim: Sellers averaged less than two active-selling hours per day, compared with four hours for A-players.

source_section: Page 9: Time Management


claim: A-players were 217% less likely to experience material deal slippage.

source_section: Page 9: Pipeline Management


claim: A-players managed 164% more pipeline.


claim: Automating manual work was the top AI use case, selected by 88% of surveyed leaders.


metric_category: stakeholders

figure: 8 new / 5 expansion

claim: Teams engaged an average of eight stakeholders on new opportunities and five on expansion opportunities.

source_section: Page 9: Relationships


claim: Early decision-maker involvement was associated with a 55% higher win rate.

source_section: Page 4 and page 29: Buyer Relationships


claim: A decision-maker engagement score above 40 was associated with a win-rate increase of more than 400%.

source_section: Page 9 and page 29: Relationships


claim: Forty-six percent of businesses were adopting a full-cycle seller model.

source_section: Page 11: The Shift Back to Full-Cycle Sales


metric_category: expansion

claim: Expansion within existing accounts represented 52% of new revenue in the report's comparison year.


figure: 52 days

claim: Expansion deals closed in 52 days on average.

source_section: Page 23: What Does Good Look Like for Expansion?


claim: The report described selling to existing customers as 2.5 times easier than new-business selling.

source_section: Page 24: Multi-threading Is Critical During Expansion


claim: Forty-four percent of contacts sellers interacted with were not recorded in CRM.

source_section: Page 25: CRM relationship data


claim: Twenty-six percent of the contacts missing from CRM were decision makers.

source_section: Page 26: Contacts Never Make It to CRM


claim: RepVue's Cloud Sales Index quota-attainment rate was 42.69% in Q2 2025.

source_title: RepVue Cloud Sales Index, Q2 2025

source_section: Section 1: Leadflow Sentiment weakens outlook

evidence_type: cloud-sales workforce benchmark

population: sales professionals represented in RepVue's Cloud Sales Index

geography: not stated on the public index page

caveat: The Cloud Sales Index is not a census of all B2B sellers. Its industry composition matters; RepVue notes that cybersecurity is a large and comparatively weak component.


claim: RepVue's Cloud Sales Index quota-attainment rate was 43.24% in Q3 2025.

source_title: RepVue Cloud Sales Index, Q3 2025

source_section: Section 1: Quota Attainment trends higher