Pressures to achieve sales targets and quotas means workers are clocking overtime in their roles. Three-quarters (75%) of respondents exceeded planned hours, with many adding over 20 additional hours weekly. This results in 12-hour workdays, on average.

This is according to Pipedrive’s 2025 State of Sales and Marketing report, an annual survey that reviewed insights from 1,060 respondents in 82 countries.

Worker overtime is soaring

With a pressure to hit sales targets, micro companies are struggling the most. Less than half (48%) of sales professionals in micro companies (1-10 employees) reached their sales goals, and only just over half (54%) typically meet their regular sales quota.

Owing in part to business pressures, there is a trend of overtime creep year-on-year. One in five (21%) are working 10+ hours a week, compared to 16% last year. A more granular breakdown reveals one in ten (9%) confessing to 20+ hours overtime, compared to 7% last year.

Although a large portion of respondents still rate their work-life balance as good or even very good, this share has slightly decreased (from 64% to 61%). One in ten respondents feels overwhelmed and unbalanced – a figure that has not increased, but remains a concern.

Overtime backfiring on sales

Working extra hours doesn’t necessarily improve performance. In fact, the data continues to show the opposite – those who didn’t work overtime are actually more likely to have reached their sales goals.

Six in ten (63%) reaching their sales targets didn’t work extra hours versus just over half (55%) of those who met sales targets that did work overtime.

Satisfaction with work-life balance has slightly decreased and is closely linked to overtime – the fewer the additional hours, the higher the satisfaction. However, work-life balances change across age groups. Younger respondents have managed to structure their lives in a way that minimises overtime and, as a result, report significantly higher satisfaction with work-life balance. 18-25 respondents are twice as likely to adopt AI tools compared to those aged 65 and older.

Paulo Cunha, CEO, Pipedrive said: “Sales professionals are burning the candle at both ends – and it’s not paying off. 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.

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

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