# Qualification time calculator

> Work out what it costs when a rep builds their own lists: salary spent on research rather than selling, over a full year.

Source : https://scalon.fr/en/tools/qualification-time

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What a rep who does their own research costs you. Opening an online map, reading a website, checking an address, cross-checking a number: that work is not in their job description, not in their quota, and not in their commission.

## What it costs when a rep builds their own lists.

You are paying commission for research work that nobody is incentivized to do.

Searching online maps, reading websites, checking addresses.

Sales salary spent on research, per year

$60,000

Cost per month**$5,000**

Hours per month, per rep**30 h**

Selling days lost per year, across the team**218 days**

Equivalent in full-time reps**1.0 of 5**

[Get 100 rows for free](/en#call) Free, no commitment.

Basis: 151.67 hours a month and 218 working days a year, on a 35-hour contract. The amount is fully loaded salary; it does not count the revenue missed on the selling time lost.

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