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The Rep Time Audit

A 5-minute-block tracker that makes visible what your reps are actually doing all day. Run it on one rep for one day, or one week for a fuller picture. You will find the same seven thieves in every calendar.

Built by Justin Cheu at SalesDuo. Free to use, duplicate, and share.

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Why run this audit

Forrester says the average B2B rep spends 23% of their week selling. Gartner puts admin and internal work at ~50%. Until you see the shape of one rep's day, you can't change it.

This template gives you:

How to use it

  1. Duplicate this page to your own workspace (top-right → Duplicate).
  2. Pick one rep and one day. One day is enough to start. A full week is better.
  3. Every 5 minutes, add a row to the tracker:
  4. At end of day, review the two charts at the top of the tracker: % Selling Time and Minutes by Category.
  5. Share the result with the team. Not to shame anyone. To make visible what everyone already feels.

Tip: Run it on yourself first, as the leader. It earns the right to ask the team to do it next.

The 7 Time Thieves

Category What to log here
🗣️ Actually Selling Talking to a prospect or customer. The only category that grows revenue.
📝 CRM Hygiene Updating stage, amount, close date, next steps. Anything retroactive in the CRM.
🔎 Pre-call Research Googling, LinkedIn stalking, skim-reading earnings calls before a meeting.
📋 Post-call Admin Notes from memory, manual tasks, slow follow-up drafting.
📊 Internal Reporting Pipeline reviews, deal desks, forecast pre-reads, slide updates.
🔀 Tool Switching The cognitive tax of HubSpot → LinkedIn → Slack → Notion → Gong → Apollo.
✍️ Follow-up Drafting Writing bespoke follow-ups slowly, or templated ones that get ignored.
🎭 Forecast Theatre Saying "commit" or "best case" with conviction nobody actually has.
⚙️ Other Breaks, travel, 1:1s, training. Not selling, not a thief. Useful to see the size of this bucket.

How to read your results