Non-sales-related activities are things that sales reps spend time on that don’t directly lead to sales. This can include administrative task, meetings, updating the CRM, paperwork, personal calls, or surfing the Internet. Whenever a sales rep isn’t prospecting, qualifying, setting up presentations and appointments, or closing, he/she is probably engaged in an NSA. Studies find that most salespeople spend less than 60% of their time on actual selling activities.

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