Your Sales Reps Are Spending 60% of Their Time Not Selling — Here's How to Fix It | Ep 338

According to Salesforce, 60% of a sales rep's time is not spent selling. If you've got someone on $200K, a significant portion of that salary is going to admin — not revenue. In this episode, Dave and Regan dig into the most offensive stat in sales right now, where that time is actually going, and the exact steps sales leaders can take to get admin time down to 5% — without buying another tool. What you'll learn: → Where the 60% of lost selling time actually goes — the breakdown will surprise you → Why 5% admin time is the real goal and what a rep's week looks like when you get there → How to treat your revenue operations like an F1 car — always looking for 1% improvements → The difference between what a high performer does vs a low performer and what it tells you about admin → Why reps default to data entry when they don't know their next step → The internal bureaucracy silently killing your team's selling time → How AI cold outreach and personalized list-building is changing what's possible for sales teams → The one thing you can do right now without buying another tool → Why sales enablement starts with removing noise — not adding more tools If you manage a sales team and you're pushing activity metrics instead of fixing the system — this episode is for you. 🎧 New episodes every Thursday. ⭐ Unlock free resources (templates, frameworks & prompts): https://coachpilot.com/vault Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.