Four-day workweek boosts sales targets by 8%, Pipedrive finds

NEW YORK, UNITED STATES — Sales professionals working four-day weeks are outpacing their peers, with new research showing they’re 8% more likely to hit annual sales targets, according to Pipedrive’s sixth annual State of Sales and Marketing Report. 

Those enjoying shorter workweeks also report higher work-life balance satisfaction compared to others in the field.

The findings come from a global survey of 948 sales and marketing professionals, business owners, and leaders across 85 countries between January to February 2025.

Overtime isn’t delivering, burnout concerns grow

Pipedrive’s report highlights an ongoing struggle in the industry: over 75% of sales professionals report working overtime, yet pushing more hours hasn’t paid off. In fact, those logging the most overtime show worse performance and rising levels of fatigue. 

“This strategy of throwing more hours at the problem is not working; there is a clear disconnect between hours worked and targets hit,” said Paulo Cunha, CEO at Pipedrive. 

“We need to rethink how we define productivity in sales. It’s not about working longer—it’s about working better.”

Younger sales professionals, especially those aged 18-25, were the least likely to work overtime, suggesting a generational trend towards better work-life boundaries.

Sales performance dips despite AI gains

Globally, just 57% of salespeople met their quotas in 2024, down 4% from last year, and 7% drop from 2021. 

U.S. professionals saw the steepest challenge, with only 45% achieving their targets. Small businesses struggled most, with only 48% of respondents reaching their goals.

Seventy-four percent of teams using AI report improved productivity, saving 2–5 hours per week. However, most sales and marketing professionals remain slow to adopt these tools, citing anxiety over job displacement and unresolved data privacy concerns. More than half say dedicated training could help ease those fears.

Healthier work models could hold the key

The Pipedrive report shows that sustainable work models, like four-day weeks, and smart technology adoption could offer the much-needed edge for today’s sales organizations.

As workplace trends shift, companies focused on quality over quantity may be best positioned for ongoing success.