Sales Rep Ramp Time
Average number of weeks from a new sales hire starting to achieving full quota productivity
What is Sales Rep Ramp Time?
Sales rep ramp time is the average number of weeks from a new rep's start date to their first full-quota month. It shows how long it takes new hires to become fully productive.
A long ramp is costly, so shortening it improves the return from hiring.
How this KPI is measured
- Function
- Sales
- Sub-function
- Sales Enablement
- Industry
- All Industries
- Type
- Lagging
- Impact
- Efficiency
- Unit
- weeks
- Measurement frequency
- Quarterly / Annual
- Formula
- Average weeks from start date to first full-quota month across new hire cohort
How to calculate it
Take the average weeks from start date to first full-quota month across a cohort of new hires.
For example, if five reps took 18, 22, 26, 20 and 24 weeks, the average ramp time is 22 weeks.
Define full quota clearly, and consider tracking milestones on the way, such as first meeting and first deal.
Where it is used
Planning hiring
Allow for ramp when forecasting.
Improving onboarding
Test changes.
Setting quotas for new hires
Use realistic ramps.
How to improve it
Tips and common mistakes
- Ramp varies by role and deal size.
- Do not judge new hires before ramp is complete.
- Track early milestones.
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