2025

The 2nd State of
Field Sales Report

The road to less friction, more selling, and bigger wins.

Jump to a Section:

Insights & Data
Best Practices
Appendix

To My Friends in Field Sales, Outside Sales & Door to Door Sales

How much of your day (or your team’s day) is actually spent selling?

Because the answer we uncovered in this year’s survey might surprise you. Despite using CRMs, route planners, and even AI, field reps are spending just 55% of their day doing what they were hired to do—sell and improve the customer experience.

The rest? Meetings. Admin work. Data entry. Distractions.

It’s no wonder burnout is creeping in. Sales cycles are getting longer. And buyers? They’re moving faster and getting harder to reach.

I don’t say this to sound an alarm—I say it because I believe field sales is entering its most important evolution yet.

In this report, you’ll hear directly from 649 of your peers—reps, managers, and directors—about what’s working, what’s not, and what’s next.

Here are just a few things we uncovered:

  • 99% of field reps use sales software, yet still feel stretched thin.
  • Nearly 1 in 3 struggle with burnout, and even more with prioritization.
  • AI-powered lead scoring and outreach are emerging as game-changers.
  • And most teams now operate in a hybrid world—part digital, part face-to-face.

But the best teams? They’ve figured out how to cut through the noise.

They’ve automated the non-selling parts of their day. They’ve turned their tech stack from a burden into a superpower. And they’ve built a culture that doesn’t just use data—but trusts it.

Whether you’re leading a team or carrying a quota yourself, this report is your edge. It’s not theory. It’s what’s happening on the front lines of field sales—right now.

Let’s get into it.

— Samir,
CEO of Veloxy
Yes, that's me!

P.S. Why This Report, Why Now?

The last time we published this report, the sales world was bouncing back.

In 2022, optimism was high. Teams were returning to the field, clients were picking up the phone, and companies were doubling down on in-person engagement.

But now, in 2025, the game has changed again.

Customers are more independent. Sales cycles are more complex. And while nearly everyone on your team is armed with tech, many reps still feel overwhelmed and underproductive.

So, we went back to the field—literally.

We surveyed 649 field sales professionals, across roles like Outside Sales, Door-to-Door, Territory and Regional Management. Our goal: to uncover how they work, where they’re stuck, and how the top teams are winning.

You won’t find fluff in this report. Just raw data, proven insights, and a few lessons we learned the hard way.

Let’s take a look at what’s really happening on the front lines of field sales.

What percentage of your day is spent on selling activity?

What challenges do you face in maintaining and improving your sales activity levels?

The State of Selling Activity

Let’s start with a number that should raise eyebrows: 55.10%.

That’s how much of a field rep’s day is spent on actual selling activity. Prospecting, meeting with leads, building relationships, closing deals—everything else is noise.

So what’s clogging the other 45% of the day?

Our 2025 survey points to a perfect storm of productivity killers:

  • 28.97% of reps cite burnout as a core challenge.

  • 26.35% are getting sidetracked by non-sales tasks like data entry.

  • 23.27% feel buried by admin and meetings.

  • And 24.81% are struggling just to prioritize what matters.

It’s not a discipline problem. It’s a design problem.

And when we bring in insight from our How to Overcome Sales Productivity & Efficiency Friction report, we see the same pattern across B2B organizations: salespeople are still the highest-paid data entry clerks in the company.

The lesson? The best teams aren’t trying to squeeze in more activity—they’re removing the non-revenue junk that blocks the flow of selling.

CRMs aren’t going anywhere. Neither is reporting. But automation, AI, and route optimization tools are turning that 55% into 65%, then 75%, and in a few cases—north of 80%.

In this era, sales productivity isn’t about working harder. It’s about protecting the rep’s time like it’s your top customer.

Hybrid Selling in a Changing Landscape

The debate is over: hybrid selling is no longer a trend—it’s the standard.

According to this year’s survey, 60.86% of field reps conduct at least 25% of their sales activity virtually. The most common bracket? 25% to 50% virtual, reported by more than one-third of respondents.

Meanwhile, buyers aren’t just adapting to virtual touchpoints—they’re demanding them.

  • 32.20% of reps say 25% to 50% of their clients prefer a rep-free, digital experience

  • Another 40% report client preference for even higher levels of digital autonomy

This puts field sales teams in an unusual position:
They’re expected to deliver the human touch—but at digital speed, across multiple channels, with less face time.

Reps who cling to the old model—chasing in-person meetings and long-form relationship building—are finding themselves ghosted. Not because their approach is bad, but because their timing is off.

The modern field rep needs to pivot faster. That means:

  • Knowing which clients prefer which touchpoint—and when.

  • Letting AI and automation handle the low-value pings so you can show up with value when it counts.

  • And finally, accepting that the buyer is in control—but still needs a guide.

Hybrid doesn’t mean “less human.”
It means being strategically present—in person, virtually, or sometimes invisibly—at exactly the right moment.

What percentage of your sales activities are currently conducted virtually (versus in-person)?

What percentage of clients prefer a rep-free, digital sales engagement experience?

Number of Tools in Tech Stack

% of Day Spent Selling

How has Field Sales Software improved the efficiency and effectiveness of your daily efforts?

Technology & Sales Software Adoption

We asked field sales teams how many tools they’re juggling.

The answer? Most are somewhere between just enough and way too many.

  • 63% of reps are managing between 5 and 10 tools in their tech stack.

  • Only 15.74% are using 15+ tools—likely signaling bloat or chaos.

  • And almost one-third are trying to get by with five or fewer.

So the question becomes: is tech accelerating your sales process—or slowing it down?

When we dug deeper, nearly every respondent (99.23%) confirmed that Field Sales Software is a key component of their stack.

But software alone isn’t the unlock. What matters is how it’s being used.

When you zoom out, the picture gets even clearer:
The average field sales rep uses just 7 to 8 tools—compared to 27 tools in the average sales tech stack.
Despite having fewer tools, field reps are spending 55.10% of their day actually selling, compared to just 30% across the broader sales industry.

Less clutter. More selling.

That’s not a coincidence—it’s a competitive edge.

We asked reps what impact Field Sales Software had on their daily efforts—and the numbers speak for themselves:

  • 41.60% said it helped improve route planning and time management

  • 38.67% said it enhanced communication with coworkers and clients

Here’s the real insight: the software isn’t just saving time—it’s giving reps the mental clarity to stay in motion.

In today’s environment, the best tech disappears into the background. It’s not a dashboard—it’s a co-pilot.

AI & Automation Are the New Standard

AI in sales used to be a “someday” tool.

Today? It’s standard equipment.

In this year’s survey, 100% of respondents reported using either Sales AI, Field Sales Automation, or both. No maybes. No laggards. Just full adoption across the board.

  • 77.71% use Sales AI

  • 14.40% use Field Sales Automation

  • 7.89% use both

What’s even more telling is the gap between those using Field Sales Software (99.23%) and those actively leveraging automation and AI. This suggests that not all field sales software includes these capabilities—a surprising insight, considering how critical automation has become to productivity. Many tools may offer route planning or mobile CRM access but stop short of full automation or intelligent prioritization. It’s a reminder that simply having field sales software isn’t enough—it’s what the software can do that counts.

Now the real question is: what’s working?

And that’s the core advantage:
AI and automation aren’t just about speed—they’re about focus.

Every minute a rep doesn’t have to spend updating the CRM, drafting follow-up emails, or trying to guess which lead to call next is a minute they can invest in moving real opportunities forward.

This isn’t about the future.
It’s about building field sales systems that work now—without human compromise.

Which Sales AI and Field Sales Automation tools do you use to enhance your sales process?

Do you use Sales Artificial Intelligence or Field Sales Automation in your sales process?

What types of data do you rely on most to drive your sales efforts from the field?

What challenges do you face in fostering a data-driven culture within your field sales team?

Fueling Sales with Data-Driven Insights

Everyone talks about being “data-driven.”
But in field sales, there’s still a disconnect between having the data and using the data.

Let’s start with what reps say they rely on most:

  • Sales performance metrics (e.g. conversion rates, cycle speed): 30.66%

  • Lead scoring and prioritization data: 28.81%

  • Company intelligence & industry news: 27.43%

  • Predictive analytics and forecasting: 27.43%

  • Customer behavior & purchase history: 24.35%

  • Customer feedback and satisfaction scores: 24.19%

  • Competitive analysis data: 22.03%

  • Real-time activity notifications: 21.88%

So, the data is there—and it’s good.

But building a culture that actually acts on it? That’s the real challenge.

According to the survey:

  • 47.77% of field reps struggle with inconsistent data quality

  • 40.68% face resistance to change—too much gut instinct, not enough insight

  • 39.60% cite integration issues across tools and data sources

  • 38.98% say there’s simply not enough time to analyze and apply the data

  • And 36.36% say the team lacks training on how to use the data effectively

This is the core tension in modern field sales:
Reps want smarter decisions. Leaders want predictable pipeline. But without clean data, streamlined access, and true buy-in across the org, insights never become action.

The takeaway?
Your data is only as valuable as your team’s willingness—and ability—to trust and use it.

And that starts with leadership.

Best Practices and Recommendations

The most effective field sales teams in 2025 don’t just have the right tools—they know how to use them. They remove friction. They adapt to buyer behavior. And they protect their reps’ time like it’s their most valuable asset.

If you’re looking to implement what we learned from the survey, start here:

  1. Audit & Simplify Your Tech Stack
  2. Give Reps More Time to Sell
  3. Optimize for Hybrid Engagement
  4. Build a Culture that Trusts Data
  5. Use AI as a Co-Pilot, Not a Cop

These aren’t just tactics—they’re culture shifts.

The companies winning in field sales aren’t working harder. They’re working smarter, with clarity, focus, and fewer distractions.

And they’re not waiting for perfect conditions.
They’re acting now—because speed, agility, and simplicity are the new differentiators in field sales.

The Future of Field Sales: Looking Ahead

Field sales has never moved this fast—and it will never move this slow again.

The 2025 survey data confirms what many sales leaders have been feeling for years:
The old playbook is no longer enough. Reps are adapting, tech is evolving, and buyers? They’re rewriting the rules in real time.

Here’s where we’re headed next:

  1. Hybrid Selling Will Become Default
  2. AI Will Predict, Prioritize, and Personalize
  3. Sales Culture Will Shift from Gut to Guided
  4. Mobile Will Be the Control Center
  5. Sales Enablement Will Expand Beyond Content

The future of field sales is fast, flexible, and fiercely human.
It’s not about replacing the rep.
It’s about unlocking their best version—with the right mix of tech, data, and trust.

Conclusion: The Future Belongs to the Focused

Field sales isn’t dying—it’s transforming.

Reps aren’t losing ground—they’re gaining new tools, better data, and sharper instincts.

And while the sales world has never been more complex, the path to growth is actually getting simpler:
→ Spend more time selling.
→ Remove what’s slowing you down.
→ Meet your buyer where they are.

The 2025 State of Field Sales Report proves what we’ve suspected all along:
Success doesn’t come from doing more. It comes from doing less, better.

That means:

  • Leaner tech stacks that empower instead of overwhelm.

  • AI that predicts and personalizes instead of complicates.

  • Data that fuels decisions—because gut instinct isn’t a strategy.

As you digest the findings and best practices in this report, remember:
You don’t need to reinvent your team overnight.

But you do need to start stripping away the noise—so your reps can focus on what matters most.

The future of field sales is yours to shape.

Let’s make it efficient. Let’s make it smart. Let’s make it human.

Appendix

The data in this report was collected through Veloxy’s 2025 State of Field Sales Survey, conducted between October 1, 2024 – January 6, 2025. The survey was distributed via email and social media to field sales professionals across various industries and company sizes.

  • Total responses: 649

  • Target audience: Field Sales Representatives, Outside Sales Reps, Door-to-Door Sales Reps, Territory and Regional Sales Managers/Directors

  • Geography: United States

  • Survey format: 13 questions (mix of single and multi-select)

  • Response anonymity: All individual responses were anonymous and aggregated for analysis.

This was Veloxy’s second State of Field Sales survey, building on the success and insights of our 2022 edition.

Q1 Answers
Field Sales Representative
138
Outside Sales Representative
173
Door to Door Sales Representative
120
Territory Sales Manager/Director
120
Regional Sales Manager/Director
98
Q2 Answers
Selling Activity
55.10%
Non Selling Activity
44.90%
Q3 Answers
Time constraints due to admin tasks and meetings
151
Difficulty in prioritizing high-value activities over routine tasks
161
Low motivation or burnout affecting productivity
188
Distractions from non-sales related activity (data entry, etc.)
171
Insufficient sales technology to streamline activities
158
Too much travel
103
Customer availability or responsiveness issues
76
Q4 Answers
Less than 25%
164
25 to 50%
225
51 to 75%
144
More than 75%
116
Q5 Answers
Less than 25%
176
25 to 50%
209
51 to 75%
150
More than 75%
114
Q6 Answers
Difficulty in building personal relationships through virtual meetings
128
Scheduling conflicts / Too many reschedules
191
Technical issues or lack of reliable technology for virtual meetings
203
Higher costs associated with in-person travel
179
Inefficiency in transitioning between virtual and in-person meetings 
179
Customer preferences between virtual and in-person are near 50/50
95
Q7 Answers
5 or less
202
6 to 10
205
11 to 15
139
Over 15
102
Q8 Answers
Yes
644
No
5
Q9 Answers
Increased ability to access and update CRM in real-time
200
Enhanced communication with coworkers and clients
251
Improved route planning and time management
270
Quicker follow-ups and responses to leads/clients
221
Greater flexibility in managing sales activities on the road
209
More accurate tracking of sales performance and activities
231
Reduced downtime and delays in the sales process
168
Better sales engagement through mobile-enabled emails and calls
158
Q10 Answers
Yes, we use Sales AI
502
Yes, we use Field Sales Automation
93
Yes, we use both Sales AI and Field Sales Automation
51
No, we use neither
Q11 Answers
Predictive Analytics for forecasting and decision making
221
AI-powered Lead Prioritization and Scoring 
292
AI Sales Assistants for automated outreach and follow-ups
292
CRM Automation for managing customer data and workflows
249
Sales Pipeline and Deal Management automation
237
Route Optimization for planning efficient sales visits
190
Activity Tracking for automatically logging calls, meetings, emails and more
175
Q12 Answers
Company intelligence and news
178
Customer behavior and purchase history
158
Sales performance metrics (conversion rates, sales cycle speed)
199
Lead scoring and prioritization data (eg. buyer intent)
187
Competitive analysis data
143
Predictive analytics and forecasting data
178
Customer feedback and satisfaction scores 
157
Real-time sales activity notifications
142
Q13 Answers
Resistance to change or reliance on intuition
264
Lack of training or understanding of data tools
236
Inconsistent data quality or accuracy
310
Difficulty integrating data from multiple sources
257
Time constraints in analyzing and applying data
253
Limited access to real-time data
221
Insufficient buy-in from leadership
185

Would You Like to Know More?

If this report sparked ideas, confirmed your suspicions, or left you curious about what your team could be doing better—we’d love to hear from you.

Whether you’re rethinking your tech stack, considering automation, or just want to compare notes with someone who’s deep in the field…

Schedule a call with me, Sam Majumdar, or revisit the insights from our original report below:

Questions? Call me:  408.891.5704

ebook cover for State of Field Sales
G2 high performer enterprise spring 2022 badge

Leader in Field Sales,
Loved by Field Sales Pros

G2 momentum leader spring 2022 badge