Field Report | 2026
Where Does
the Time Go?
What distribution leaders told us about inside sales, quoting, and the work that eats capacity.
Interviews with distribution presidents, VPs of Sales, and operations leaders across seven segments. $10M to $200M+ revenue.
The same patterns showed up in every conversation.
This report breaks down where inside sales time actually goes, why quoting has become the bottleneck, and what separates teams who've solved it from those still drowning in it.
80–90%
of inside sales time spent on quoting
30–60 min
per non-stock quote, done manually
100+
combined years of distribution experience
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