New York, August 27, 2025 – New research from Pipedrive, the easy and effective sales CRM for small businesses, highlights return-to-office (RTO) mandates are rising. In 8% of large companies, employees are now being asked to return to the office – twice the rate seen in micro-companies.
Despite this, remote work models as a core focus for enterprise teams amidst ongoing business pressures. This comes as over half (57%) of respondents work in companies that use a hybrid model, with one in five (20%) already working fully remotely, and a third (32%) definitively stating that they are more productive when working remotely.
This is according to Pipedrive’s 2025 State of Sales and Marketing report, which revealed that the share of those who are very satisfied with current work models is about twice as high among those working mainly or fully remotely compared to those working fully on-site.
Recalibrating hybrid work models key to success
Job satisfaction is intrinsic to sales success, as those who are very satisfied with their current employer hit 69% of sales targets, versus those who are very dissatisfied just hitting 29%.
Teams working in hybrid or four-day workweek models are reporting significantly better job satisfaction outcomes than those on-site full-time. Respondents on four-day weeks average the highest work-life balance satisfaction (4.10 on a 5-point scale), with 69% saying this model boosted productivity.
In-office and out-office balancing is key for different types of workers. Even though many enjoy the benefits of remote work, people forced to work remotely, but who feel more productive in the office, hit their goals less frequently, with just four in ten (40%) of this cohort hitting personal sales targets in 2024.
The report warns that excessive overtime remains a systemic issue, with three-quarters (75%) of respondents working beyond their contracted hours. But Pipedrive’s data shows overtime does not correlate with better performance. In fact, those working standard hours are more likely to meet targets.
Hybridity and AI: the twin engines of successful sales teams
While over half (57%) of sales professionals hit their targets last year, the lowest figure in the past five years, signs of recovery are taking root where companies combine flexible structures with meaningful AI use.
Sales and marketing teams are increasingly adopting AI to ease workloads and improve outcomes. Over a third (37%) of sales professionals and four in ten (41%) marketers have already implemented AI tools, primarily for content creation, lead scoring, and summarising materials.
Of those who’ve adopted AI, nearly three-quarters (74%) report increased productivity, and half (50%) say overall performance has improved.
AI use is saving workers time. Two-thirds (67%) of respondents report reclaiming up to 5 hours per week, a critical countermeasure to the 12-hour workdays many business development professionals still endure.
Younger professionals are leading the charge: those aged 18–25 are twice as likely to adopt AI compared to those over 65. These early adopters also report higher satisfaction with work-life balance – a compelling sign of what’s possible when technology and policy work hand-in-hand.
Sean Evers, VP of Sales & Partner at Pipedrive, concluded: “The old formula of longer hours for greater results is broken. Today, teams must have the tools, autonomy, and trust they need to thrive in a very different working and economic environment. AI and working flexibility are the new foundation for high performance. But technology alone isn’t the cure for burnout; leadership must prioritise well-being and sustainable productivity to nurture the human talent at the heart of high performing businesses.
“We’ve seen great leaps and bounds in pro-flexible policy in the UK, with the Flexible Working Act mandating that companies “must consider flexible working requests in a ‘reasonable manner’”. Our research revealed that those who are very satisfied with current work models is about twice as high among those working mainly or fully remotely compared to those working fully on-site. For enterprise teams, presenteeism in the office is not working. Hybridity, alongside strategic AI adoption, will prove the drivers for modern business.”
About Pipedrive
Founded in 2010, Pipedrive is the easy and effective sales CRM that drives small business growth. Today, Pipedrive is used by revenue teams at more than 100,000 companies worldwide. Pipedrive is headquartered in New York and has offices across Europe and the US. The company is backed by majority holder Vista Equity Partners, and Bessemer Venture Partners, Insight Partners, Atomico and DTCP. Learn more at www.pipedrive.com.
Press contact:
[email protected]