ROI CalculatorFor MedTech sales leaders

Your reps aren't slow.
Their tools are.

MedTech reps lose nearly a third of every week to searching for or creating content. See what that's costing your team — in hours and dollars.

Your team
$
Median MedTech base is about $70K and median total compensation about $165K. Base is the more conservative view, since commission is earned on closed business rather than paid for hours.
What content chaos costs your organization
$511,500
every year, in time your reps never get back
Hours wasted per rep
595/ year
Hours wasted across team
5,952/ year
The figure we apply
31%
of a rep’s time is spent searching for or creating content.
HubSpot Research
That is roughly 12.4 hours of every 40-hour week, per rep. The hours shown are against a 48-week working year.
The bigger picture

This isn't a rep problem.
It's a system problem.

Your reps are walking into long, complex sales cycles armed with content libraries they can't navigate, decks built for a different audience, and case studies they end up rebuilding themselves on a Tuesday night.

Salesforce puts selling at roughly 40% of a rep's time, with the rest going to admin, internal meetings and research.[2] Spotio's field sales survey finds administrative work alone eats about a fifth of the working week, near enough eight hours per rep.[3] And the long-standing SiriusDecisions finding still holds up in most libraries we open: roughly 65% of marketing-produced content never gets used.[4]

The calculator takes only the content slice of that, and it only counts time. It does not count the deals lost to a slow follow-up, the surgeons who needed a one-pager you could not produce in time, or the rep who left because the job felt impossible.

The math, sourced

Conservative. And cited.

  1. 1
    How the dollar figure is calculated. (Number of reps) × (annual cost per rep) × 31%. Nothing else feeds it, and both numbers you enter are ones you already know. A share of a rep's time is worth that share of what the rep costs, so the dollar figure does not depend on how the year is divided into hours.
  2. 2
    The 31% figure. 31% of a rep's time is spent searching for or creating content. (HubSpot Research.) The same figure appears on our sales teams page. Against a 40-hour week that is a little over 12 hours per rep, per week.
  3. 3
    The hours shown. Hours are shown against a 48-week working year at 40 hours a week, which allows for PTO, training and holidays. They express the same 31% as time rather than money, and they do not feed the dollar figure, which is a share of what a rep costs.
  4. 4
    Selling time. Salesforce State of Sales finds reps spend roughly 40% of their time actively selling, with the balance going to administrative work, internal meetings and research. That is the wider pool the content share is drawn from, not the content share itself.
  5. 5
    Administrative load in field sales. Spotio's State of Field Sales survey puts administrative tasks at about 21% of the working week, roughly eight hours per rep. Field sales is the closest comparison to a MedTech territory rep.
  6. 6
    Unused content. Approximately 65% of B2B marketing-produced content goes unused by sales teams. (SiriusDecisions, now part of Forrester.)
  7. 7
    Compensation benchmark. MedTech sales rep median base $70K, median total compensation $165K. (RepVue, April 2026. Glassdoor reports a comparable $157,781 average.) Base is the more conservative input, since commission is earned on closed business rather than paid for hours worked.
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