What can be automated in the sales rep or closer role?

Sales reps run sales conversations and close deals. Salesforce's 2024 survey found reps spend 70% of their time on non-selling work. Most of that is the admin in these entries: notes, CRM updates, proposals, follow-up. Every hour automated here is an hour that can go back into conversations.

O*NET occupations: Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel (41-3091.00). The scenarios below add up to 78 hours a week, but they describe different businesses, so do not add them for your own.

Process	Automatable today	Hours back / week
Call notes and CRM logging Yes.	81%	14
Contact data enrichment Mostly.	78%	12
Lead follow-up Mostly.	61%	7
Proposal generation Mostly.	71%	7
Lead qualification Partly.	60%	6.5
Post-call follow-up Mostly.	68%	6
Contract generation and e-signature Mostly.	82%	5.5
Pipeline stage updates Largely.	66%	5.5
Sales to delivery handoff Largely.	58%	4
Quote follow-up Partly.	51%	3.5
Sales pipeline reporting Largely.	61%	3.5
Stale deal clean-up Partly.	63%	3.5

Process

Automatable today

Hours back / week

Call notes and CRM logging

Yes.

81%

Contact data enrichment

Mostly.

78%

Lead follow-up

Mostly.

61%

Proposal generation

Mostly.

71%

Lead qualification

Partly.

60%

6.5

Post-call follow-up

Mostly.

68%

Contract generation and e-signature

Mostly.

82%

5.5

Pipeline stage updates

Largely.

66%

5.5

Sales to delivery handoff

Largely.

58%

Quote follow-up

Partly.

51%

3.5

Sales pipeline reporting

Largely.

61%

3.5

Stale deal clean-up

Partly.

63%

3.5