Windshield Math: What Is Driving Really Costing You?

About this episode

This episode discusses the true cost of windshield time for sales reps and how hybrid sales can improve productivity and customer engagement.

How much time do you spend behind the wheel each week? In this episode of The Sales Advantage Podcast, I walk you through a powerful exercise called The Windshield Math Exercise to reveal the true cost of windshield time and why traditional road sales may be limiting your growth. Many sales reps spend 15 to 20 hours per week driving, which can add up to nearly 80 hours a month spent in the car. That is two full work weeks that could be used for customer conversations, follow-ups, reorders, appointment setting, and building stronger relationships. In this episode, you will learn: How to calculate the real impact of windshield time on your sales Why driving feels productive but conversations create revenue How opportunity cost affects your customer reach and income The limiting beliefs that keep sales reps tied to old habits Why hybrid sales helps you connect with more customers while spending less time on the road How blending phone calls, CRM organization, and strategic travel creates better results I also explain why the goal is not to visit every customer, but to reach every customer, and how Hybrid Sales helps sales reps increase efficiency, save time, and create more sales…

People in this episode

Host: Dawn Grooters

Topics covered

• windshield time
• sales productivity
• hybrid sales
• opportunity cost
• customer relationships
• sales strategy

Keywords

• windshield math
• sales reps
• driving costs
• customer conversations
• efficiency
• sales growth
• CRM organization

Mentioned in this episode

Organizations: Hybrid Sales Advantage, Broken Vessel Sales

More episodes of The Sales Advantage Podcast

• How AI Can Save Sales Reps Hours Every Week · June 9, 2026 · 11 min
• How To Win Sales During Summer Show Season Even If Buyers Don’t Attend · June 2, 2026 · 10 min
• Building Connections, Skills, and the Future of the Industry with The Claxton Collective · May 26, 2026 · 31 min
• The Sales Math No One Talks About: Why Hybrid Sales Wins · May 26, 2026 · 11 min
• The Data the Industry Is Missing · May 12, 2026 · 9 min
• The First 5 Days of the Month Determine Your Entire Month · April 28, 2026 · 8 min