HELLO → DEMO
Administrative Drag Calculator
Closers8
Prospectors6
Avg deal size$75,000
Close rate20%
HELLO → DEMO
Administrative Drag Calculator
Your sales team is paying to not sell.
Most teams budget seller salaries to the dollar and treat the hours those sellers lose to admin as a rounding error. But administrative drag, the selling time paid closers and prospectors spend updating the CRM, researching accounts by hand, building lists, and stitching together internal reports, is a hard number with a hard price. You already paid for those hours as selling wages. This page prices the ones spent not selling.
One boundary: the only part of selling a system can't do is the live conversation, reading the room, building trust, closing the deal. Everything that feeds it, the research, the list building, the CRM hygiene, even the call prep, is work AI can increasingly carry, as long as the seller verifies every output before it reaches a buyer. When you estimate your hours, count everything a good system would take off your reps' plates.
The numbers below are planning assumptions, not benchmarks, so overwrite them with yours. The $113 and $54 hourly rates are fully loaded, each role's OTE divided by 2,080 working hours a year. The 20 hrs/week is a conservative starting estimate of selling time lost to admin. Tap any value to type your own.
Hello → Demo baseline: no rep spends more than 5 hours a week on admin. We replace heroics with infrastructure.
Pipeline generated by installed infrastructure. Closers working deeper. Prospectors running discipline. Closed at your rate.
This is what happens when revenue stops being held together by heroics.
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Straight answers to what people ask before they run the numbers.
The average seller spends just 40% of the week actually selling; the other 60% goes to deal admin, research, data entry, and everything that is not a buyer (Salesforce State of Sales, 7th edition 2026, n=4,050). Your number is rarely an outlier.
Multiply the fully loaded cost of each rep by the share of the week spent not selling, then by headcount. That is revenue capacity you have already paid for and are not getting, which is why removing the work beats hiring more reps.
Take fully loaded cost per rep, multiply by the percent of time on non-selling tasks, and scale across the team. The fix is a system that removes the work, because every hour moved from admin to selling is capacity you already bought.