GTMcraft Plays · The Audit The Hour Play

You keep adding work and headcount while capacity stays finite; audit where the hours go before you buy the next seat.

Play visual

audit-the-hour-signal.html

The 90-second read

Capacity is finite, so more people is not more output. Most teams add a seat when the number stalls, without knowing where the hours already go. The audit shows the truth: most of the week is admin, internal meetings, and coordination, not customers. Cut the low-value hours, protect the selling ones, and you find capacity inside the team you already have. Audit the hour before you fund a seat.

• Capacity is finite, so audit the hour before you add a seat.
• Reps spend under 30% of the week actually selling, per Salesforce data.
• Roughly 70% of a rep's time goes to admin, not to customers.
• The top rep is not working harder, just spending the hours differently.
• Voice in, structured out buys back 6 plus hours a week per person.

Read time: about 5 minutes. First step runnable Monday morning.

The #1 move this week

Track where your team's hours actually went last week, sorted into five buckets.

It is not what the team thinks, and the gap is the real ceiling. Reps believe they sell most of the day, and the log says under a third. Before you open a seat, see where the hours already go. More people rarely fixes a time problem.

Start here: pull last week's calendars and CRM activity, and tag each hour selling, prospecting, admin, internal, or coordination. You need calendar exports and CRM activity logs.

Ignore this week: do not post the new req yet. Audit the hour before you fund a seat.