What are the minimum and maximum hours required per week?
- Cormac Repman
- 1 hour ago
- 3 min read
We require a minimum of 20 hours per week, which you can split however works for your schedule. There's no hard maximum, but we typically recommend 10 blocks (35 hours/week) as the practical ceiling for most teams.
What Does 20 Hours Per Week Look Like?
Twenty hours is roughly four 5-hour blocks or five 4-hour blocks spread across your week. This isn't a minimum we enforce arbitrarily—it's the threshold where we can actually move the needle on your pipeline. Below that, the gaps between conversations get too long, and prospects lose momentum. We've run the math on hundreds of campaigns, and 20 hours is where we consistently see qualified meetings start showing up.
Most teams structure this as two to four dedicated calling blocks per week, typically 2-4 hours each. You might front-load Monday through Wednesday, then have lighter coverage Thursday and Friday. Or you could do daily one-hour sessions if that fits your energy better. The flexibility is real—we just need the total to land above 20.
Why 20 Hours, Not Less?
The reason is cadence. When we're working a prospect list, conversations need to happen frequently enough that people remember you, your offer stays top of mind, and momentum carries deals forward. If you're only calling 10 hours per week, you might reach half your list once every three weeks. At that pace, objections that came up in call one get rehashed in call three, and you're constantly re-educating.
At 20 hours, you hit your full list roughly every two weeks, which is aggressive enough to build real traction. Prospects move from "I'm considering this" to "let's talk to legal" because you're consistently in front of them.
What About Going Higher? The 35-Hour Sweet Spot
Some teams ask if they should go bigger. Yes, if you have the bandwidth. We've run 40, 50, even 60-hour campaigns—they work. But we recommend capping around 10 calling blocks per week (roughly 35 hours) for practical reasons, not technical ones.
Here's why: beyond that point, you start hitting fatigue. Sales calls are mentally taxing, especially outbound. At 35 hours, you're running a real operation—crushing your list, iterating on messaging, tightening qualification—without burning out your team. Beyond that, you're chasing diminishing returns on deal quality. The last five hours of a 60-hour week aren't as sharp as the first five.
We've also found that teams going 40+ hours/week often underestimate the back-end work (qualification, proposal writing, closing coordination). When that lands on you, those extra hours stop being about dialing and start being about admin. Better to pace at 35 and do the whole job well.
The Real Constraint: Your Capacity
Honestly, the limiting factor for most teams isn't hours—it's qualified deal flow. If you commit 20 hours and we book three qualified meetings per week, can you actually move those deals forward? You need discovery conversations, proposal turnarounds, and closing bandwidth on your end. We've had teams scale from 20 to 35 hours because they realized they could handle more pipeline. We've also had teams dial back from 30 to 20 because their sales capacity became the chokepoint.
Start at 20, measure what you can actually convert, then scale up if you're winning more than you can handle.
Ready to find the right cadence for your team? [Book a call](https://cal.com/nurturance) to map out your hours and goals.
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