Account Executives Should Spend 35% of Time on Pipeline Generation
Carlos Delatorre · Carlos Delatorre, CRO @Harness: Why Every Sales Rep Should Do Pipeline Generation | E1251 · 20VC with Harry Stebbings · Jan 24, 2025 · at 20:11
Carlos Delatorre, CRO at Harness, breaks down the ideal weekly schedule allocation for account executives engaged in self-sourced prospecting.
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“Roughly a third of your time, so maybe 20% of your time, one day a week, is dedicated to just Outbound, you know, cold calling. And then there's another probably 10 to 15% of your time that is devoted to prep for the cold calling and follow up from the cold calling. So that's kind of how you get to the 30, how I get to the 35%.”
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