Through countless conversations with salespeople and our ongoing work with industrial sales teams, we've seen a recurring pattern:
In machine sales and aftersales, surprisingly little time is spent in direct customer interaction. Instead, large parts of the day are consumed by internal processes, documentation, quoting, coordination, and administrative tasks.
A key metric that captures this imbalance is Active Selling Time – the time spent in client meetings, phone calls, or video conversations. It specifically excludes preparation, follow-up, internal alignment, CRM work, and emails.
Our goal is to help change that. We believe there's huge potential to reduce admin effort and increase meaningful customer engagement – especially with the technological possibilities available today.
This survey is a starting point. We want to better understand the current situation across different companies, and use these insights to develop more practical solutions that increase YOUR Active Selling Time.
This survey is fully anonymous. Your individual answers will remain confidential and will not be shared with anyone – not even your manager. Only aggregated, anonymized results will be used and discussed within your team to identify patterns and support meaningful improvements.
