Three-quarters of sales professionals are regularly working overtime, yet the effort is not translating into better results, according to a global report that raises fresh concerns about burnout and wellbeing in commercial roles.
The 2025 State of Sales and Marketing report by sales software company Pipedrive shows that 75% of respondents are clocking extra hours each week, with almost one in ten logging more than 20 hours of overtime. The average working day has now crept up to 12 hours, yet sales performance continues to fall.
In 2024, only 57% of sales professionals reached their targets, which is the lowest figure recorded in the five-year history of the annual study. That’s 4% down on the previous year and 7% lower than in 2021, revealing a continuing downturn in commercial performance despite more time spent on the job.
The survey, based on responses from 1,060 professionals across 82 countries, suggests that relentless overtime is backfiring, draining energy and morale without delivering better results.
Micro Firms Feeling the Strain
Small businesses are bearing the brunt of the decline. Among micro companies with 1–10 employees, fewer than half (48%) of sales professionals hit their targets. Only 54% regularly meet their quota, suggesting that those in the smallest firms are under disproportionate pressure as they chase growth with limited resources.
Overtime is growing steadily year-on-year. In the latest data, 21% of respondents reported working 10 or more extra hours each week, up from 16% last year. For those putting in 20 or more hours, the proportion rose to 9%, compared to 7% in 2024.
Despite this, the number of respondents rating their work-life balance as good or very good has dipped from 64% to 61%. A consistent one in ten say they feel overwhelmed, a figure that has not increased, but remains a stubborn warning sign.
Longer Hours, Lower Performance
The relationship between overtime and success is far from straightforward. The report finds that 63% of those who reached their sales targets did not work overtime, compared to 55% of target-hitters who did put in extra hours.
The findings suggest that overwork may be reducing effectiveness rather than enhancing it, presenting a challenge for managers focused solely on input rather than outcomes.
Younger workers appear better able to manage boundaries. Respondents aged 18 to 25 are more likely to report positive work-life balance and are twice as likely to use AI tools than those aged 65 and over. These technologies appear to be helping them streamline workloads and avoid burnout.
Overtime Culture ‘Not Paying Off’
“Sales professionals are burning the candle at both ends, and it’s not paying off,” said Pipedrive CEO Paulo Cunha. “With three-quarters working overtime, a higher percentage than last year, we are seeing a gradual trend towards unhealthy work practices. But this strategy of throwing more hours at the problem is not working; there is a clear disconnect between hours worked and targets hit.
“Instead of fuelling performance, relentless overtime is driving fatigue, underperformance, and imbalance.”
Cunha said there was a need to “rethink how we define productivity in sales. It’s not about working longer; it’s about working better.”
And he added that “[e]mpowering people to focus on meaningful work, leverage smart tools and protect their time isn’t just good for wellbeing; it’s essential for results. We’re seeing promising signs among younger demographics looking at AI technology to help manage their workloads, and striking better work-life balances because of it”.
The findings pose a challenge, say workplace experts, to employers who equate performance with availability. As the link between hours worked and outcomes continues to weaken, businesses may need to shift focus from effort to impact, and prioritise tools and structures that support smarter, more sustainable working practices.