Across multiple industry benchmarks, a consistent pattern shows up: most salespeople spend far less time actually selling than leaders assume. The rest of the week disappears into admin, internal coordination, CRM updates, meetings, proposal back-and-forth, and chasing unclear next steps. If that is your reality, hiring more reps is often a tax. You pay more to get more non-selling time.

If your team feels pressure to “do something with AI,” you are not alone. New tools show up daily, competitors announce pilots, and vendors promise instant productivity. The result is predictable: scattered experiments, overlapping subscriptions, unclear ownership, and very little measurable impact.

This article gives you a practical way to set goals that are healthy and ambitious, especially in B2B environments where execution depends on teams, systems, and predictable delivery.