Pipedrive, the easy and effective sales CRM for small businesses, have released further data from its State of Sales and Marketing report into small business working habits and success factors.

Previous analysis from the same report revealed how AI tools enable both happier employees and healthier business revenue, how staff were positive about AI’s impact on their future work, and how flexible working creates happier and more productive workers. The data also shows how working hours, technology, and personal success correlate.

Working overtime

More than two-thirds (69%) of respondents work overtime, with one in ten working more than 16 additional hours weekly, resulting in an arguably unhealthy 60+ hour week. Seniority is no escape, with those at the CEO/founder level tending to work the most additional hours. Across the globe, US and UK respondents worked additional hours most often.

While working additional hours is widespread, it does not always lead to better results. In fact, those who work extra hours were around 10% less likely to reach their sales target than those who don’t work overtime. Two-thirds (66%) of those not working additional hours hit their targets, compared to 60% of those doing up to 15 hours of overtime per week and 58% of those doing 16 hours or more per week.

And the fewer additional hours, the higher the satisfaction with work-life balance, with 42% that don’t work overtime rating their satisfaction with work-life balance ‘very good’, versus 12% for those who work additional hours.

Feeling supported pays off

Only one in three workers feel supported by their managers. Those who feel supported are 13% more likely to reach their annual goals, with 63% reaching their targets last year. They also reported higher overall satisfaction with their employer. Interestingly, women who feel supported in their careers are 32% more likely to reach their targets.

Technology support is critical, too. Workers who use automation feel happier and have a better work-life balance equating to a 6% happiness lift. Similarly, those who use CRM software on average found a 4% boost to hit their goals over those who did not use such software support. Moreover, 82% of respondents who like the software they use hit their KPIs, compared to 62% of those who don’t like their software – a huge 24% decrease.

Dominic Allon, CEO of Pipedrive says: “We often assume that more input equates to more output; so working more hours would naturally correlate to more value, greater business success. But our findings underline the contrary. With the UK’s productivity epidemic looming large we don’t need to be working more hours, we need to be working smarter and with a greater sense of teamship. And that again is evidenced by how the right tech tools and the right human support deliver a powerful foundation to unlock the best results from employees.

“Business leaders should be concerned when staff are frequently working overtime, it’s unlikely to have a positive impact on their business or their employee’s workplace happiness. They should also invest time to learn how employees feel about both their managers and the tech platforms many ‘live in’ the majority of their day – not just because it’s the right thing to do, but also because it pays to do so.”