We analyzed dozens of academic journals, analyst reports, and our aggregated user data to compile a unique list of outside sales efficiency benchmarks and statistics you won’t find anywhere else.
Outside sales reps average 5.1 visits per day. The top tenth percentile of reps average 13.9 visits per day and the bottom tenth percentile average 2.07 visits per day. RepMove (2025)
18.1% of visits on average occur with new prospects. The top tenth percentile devote 38% of visits to prospecting while the bottom tenth percentile devote 2.04% of visits to prospecting. RepMove (2025)
The highest-performing outside sales reps visit 173% more accounts than average sales reps and 571% more accounts than the lowest-performing reps. RepMove (2025)
Average outside sales reps visit 146% more accounts than the lowest-performing outside sales reps. RepMove (2025)
Inside sales costs 40% to 90% less than outside sales. (Inside Sales vs. Outside Sales & The Evolving Art of Communication 2018)
Non-verbal communication makes up 55% of communication and tone of voice makes up 38% of communication. (Inside Sales vs. Outside Sales & The Evolving Art of Communication 2018)
85% of B2B transactions occur digitally. (Sales Growth by Baumgartner, Hatami, and De Uster 2016)
31% of buyers identify new suppliers in-person. (McKinsey 2020)
29% of buyers evaluate new suppliers in-person. (McKinsey 2020)
20% of buyers order from new suppliers in-person. (McKinsey 2020)
78% of employers worry maintaining employee motivation and morale is a deterrent to moving from an outside sales model to an inside sales model. (BCG 2020)
Manual territory planning results in 78.2% territory coverage. (Territory Planning Algorithms: Graph-Based Sales Coverage Optimization 2025)
Clustering results in 83.6% territory coverage. (Territory Planning Algorithms: Graph-Based Sales Coverage Optimization 2025)
An advanced algorithm graph-based territory planning results in 91.4% territory coverage. (Territory Planning Algorithms: Graph-Based Sales Coverage Optimization 2025)
Clustering reduces sales route travel distance by 18.6% while graph-based territory planning reduces sales route travel distance by 40.8%. (Territory Planning Algorithms: Graph-Based Sales Coverage Optimization 2025)
A relatively simple computational method of territory planning increases effective sales visits by 14%, decreases travel 17%, and increased the working day by 5%. (Optimal Districting and Territory Design 2020)
Field reps with both strong discipline and strong people skills sell 50% more. Sales reps with strong discipline and poor people skills sell 35% less. (Conscientiousness, Extraversion, and Field Sales Performance: Combining Narrow Personality, Social Skill, Emotional Stability, and Nonlinearity 2016)
For reps who care about mastery, purpose, and pride (intrinsically motivated): Using authority and clear rules increases motivation by 22%. Using threats, however, decreases motivation by 25%. (Power-Base Effects on Salesperson Motivation and Performance: A Contingency View 2017)
For reps who are mainly reward/penalty driven (extrinsically motivated): Clear consequences for missing targets can increase motivation by 16%. Pushing authority (i.e. “I’m the boss…” decreases motivation by 18%. (Power-Base Effects on Salesperson Motivation and Performance: A Contingency View 2017)
The optimal rate of sales force turnover is 25%. (The optimal rate of sales force turnover 2007)
The top 3 most important attributes managers find it outside sales reps is a good work ethic (7.5%), perseverance (6.5%), and problem-solving attitude (6.4%). (Which attributes separate top-performing outside salespeople from the rest 2022)
Assuming a 40% CRM usage rate by reps, adopting a mobile CRM can increase usage by 12%, or up to 52%. (The impact of mobile customer relationship management (mCRM) on sales collaboration and sales performance 2020)
When inside sales and outside sales collaborate intensively on accounts with high sales activity, revenue increases by 4.8% with short-term customers, 2.7% with long-term customers, and up to 5.5% on accounts with complex product needs. (Building Effective Inside-Outside Sales Rep Dyads: A Collaboration Perspective 2022)
High-performing outside sales reps average 73% higher quarterly revenue growth than low-performing reps. High-performing reps drove $259.20 in new sales per account visited while low-performing reps drove $476.83 in new sales per account visited. Despite seeing fewer accounts, the lower-performing reps saw 84% more sales growth than the high-performing reps. (Intelligent Field Operations: Applying Machine Learning to Drive Business Growth 2025)
High-performing outside sales reps create 153% more activities than low-performing outside sales reps. (Intelligent Field Operations: Applying Machine Learning to Drive Business Growth 2025)
Outside sales reps average 2.71 quarterly notes per account. Top-performing reps average 2.34 notes per account while low-performing reps average 2.75 notes per account. (Intelligent Field Operations: Applying Machine Learning to Drive Business Growth 2025)
The data show an enormous productivity gap between the top sales reps and the lowest‑performing reps. Top performers make nearly three times as many visits per day as the average rep and almost seven times as many as the bottom tier. Reps who devote time to creating new business allocate more than a third of their visits to prospecting new accounts compared to barely 2% among low performers.
This disparity suggests that individual drive and territory efficiency matter more than headcount. Leaders must have a strong grasp on their reps’ calendars and routes. Knowing their travel and account assignments allows leaders to find the gaps blocking success. It will ultimately create more daily stops and time for new business.
Advanced territory‑planning can boost territory coverage from about 78% to more than 90% while cutting travel time by up to 40%. These gains translate directly into more face‑to‑face selling time and an easier path to the required high number of visits to continually increase quarterly sales.
The stats show that people skills amplify discipline. Research suggests that reps with strong discipline and strong interpersonal skills sell roughly 50% more, whereas disciplined reps who lack people skills underperform by 35%. Performance management takes center stage here. Go beyond quotas. Coach up teams. Leaders should invest in coaching programs that emphasize relationship‑building, listening, and situational awareness as much as pipeline hygiene. Find opportunities to build EQ (emotional quotient)you’re your employees.
Motivation tactics also need to be segmented. Intrinsically motivated reps respond well to clear rules and empowerment, but disengage when threatened. Extrinsically motivated reps need clear consequences and incentives rather than authoritarian proclamations. Don’t just guess how your reps are motivated. Ask them how various consequences and incentives make them feel. Ask for their natural, unfiltered response and don’t punish any response. Have an honest conversation. Everyone will be better for it.
Finally, consider blending inside and outside sales. Digital transactions now account for most B2B buying activity, but in‑person meetings remain critical for sourcing and evaluating new suppliers (especially with larger deals). When inside and outside teams collaborate intensely on high‑activity accounts, revenue can increase by roughly 5%. Encourage joint account planning, shared CRM usage, and regular call‑recaps to capitalize and create a force accelerator for your sales operations.
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Reps who outperform the field aren’t magic. The data show that they simply see more people and intentionally spend more time prospecting. If you average five visits per day while top performers average nearly fourteen, think about how many more deals you could open by adding even two more stops. Use route‑optimization tools. Cluster your meetings geographically. Above all else, reduce non‑selling activities as much as possible and maximize face‑to‑face time.
Commit to a daily prospecting discipline. Top reps spend more than one‑third of their visits with new contacts. This keeps their pipelines fresh and reduces dependence on a small set of accounts. Keep meticulous notes in your CRM. Small details often differentiate good follow‑up from generic check‑in visits.
Outside sales is a numbers game. More visits equals more sales. Quality still matters, though. The numbers show that reps who combine self‑discipline with strong people skills outsell even the hardest‑working lone wolves. Pay attention to your non‑verbal cues. The research indicates that body language and tone convey more than the words you say.
Work on being genuinely curious about your customers’ challenges. Listening intently is a hack that top reps depend upon. Seek mastery and purpose in your work rather than just focusing on quotas.
If you’re intrinsically motivated, you perform better when you feel trusted and have clear guidelines, whereas threats and micromanagement you’re your motivation. If you’re more extrinsically motivated, ask your manager for clear expectations and consequences instead of vague authority. If you’re not getting what you need from your boss, tell them. Nobody can read minds. You might be surprised at how open they are to your honest feedback.
Finally, embrace collaboration with inside‑sales colleagues. You don’t need to do everything yourself. In fact, part of why top reps generate more visits and time with customers is because they delegate. Know when you need to put out a fire or when inside sales or customer support can do it. It’s likely far more often than not.
Coordinated outreach, shared research, and pre‑call briefings can lift revenue growth on complex accounts by up to 5%. Most B2B transactions now occur digitally. Combining strong in‑person engagement with digital or remote touchpoints will set you apart.
