Sales Ramp

A sales ramp period is the time it takes for a new salesperson to reach full productivity. It can take anywhere from a 3 month rap to 6 months for a new salesperson to start generating significant revenue.

Some sources have even reported ramp sales of two years.

That’s why it’s important to take proactive measures to support your reps during their ramp-up to ensure their success.  

Here are some ways to support them: 

• Provide comprehensive training: Make sure your reps have the knowledge and skills they need to be successful. This includes training on your products or services, your sales process, and your company’s culture.
• Offer a ramp quota as part of their sales ramp compensation: A ramping quota is a sales quota designed to help new salespeople reach full productivity. It is typically set at a lower level than the company’s overall quota, and it is gradually increased over time as the salesperson gains experience.
• Provide draws: Give new-hires either recoverable or non-recoverable draws to offset the lack of commissions early on. 
• Set clear expectations: Make sure your reps know what is expected of them in terms of performance and productivity. This will help them to stay on track and avoid feeling overwhelmed.
• Provide regular feedback: Provide your reps with regular feedback on their performance. This will help them to identify areas where they can improve and to stay motivated.
• Pair them with a mentor: Pair your new reps with experienced salespeople who can provide them with guidance and support. This can be a valuable resource for new reps who are still learning the ropes.
• Celebrate their successes: When your reps achieve a milestone, be sure to celebrate their success. This will help to keep them motivated and engaged.

And as sales leaders, you can best support your new hires by being:

Patient: It takes time for new reps to learn the ropes and generate ramp revenues. Be patient and supportive, and they will eventually reach their full potential.

Available: Make yourself available to your reps to answer questions and provide guidance so that they feel confident and supported.

Encouraging: Offer words of encouragement to your reps, especially when they are facing challenges. This will help them to stay motivated and focused.

What Is a Sales Ramp Rate?

The sales ramp rate refers to the speed at which a new salesperson reaches full productivity and begins consistently hitting their quota.

For most sales roles, the ramp period can last anywhere from three to six months, though it may extend to a year or more, depending on the complexity of the product and the sales cycle.

This rate is critical because it impacts the time it takes to see ROI on your new hire’s salary, benefits, and training investments. A faster sales ramp rate means your reps are generating revenue sooner, reducing the time to break even and ultimately improving team productivity and overall sales outcomes.

How to calculate your sales ramp rate

To calculate the sales ramp rate, measure the time from a new hire’s start date to when they begin achieving full quota.

Here’s a step-by-step guide:

1. Define Full Productivity: Set a benchmark for what full productivity means in your company. Typically, this is when a salesperson reaches 100% of their assigned quota consistently over a set period, such as three consecutive months.
2. Calculate Time to Quota: Track the number of days or months from the new hire’s start date to the first time they hit full productivity. This gives you the length of the ramp period.
3. Express as a Percentage: A common method is to express the ramp-up rate as a percentage of quota achieved each month. For example, if a new rep is expected to reach 25% of their quota by the end of month one, 50% by month two, and so on, this gradual scale can serve as a useful benchmark for tracking progress.
4. Monitor Progression Monthly: Measure each rep’s performance against their ramped quota month over month. This allows you to see if they are on track, exceeding expectations, or falling behind, so you can make any necessary adjustments to training or support.

How to improve your sales ramp time

Reducing ramp time can increase productivity and ROI on new hires. Below are some ways to do so:

1. Provide Comprehensive Training: Ensure new reps deeply understand your product, sales process, and company culture. The better prepared they are, the faster they’ll be able to connect with prospects and close deals.
2. Implement a Ramp Quota: Set a gradually increasing quota for new reps so they can build confidence and momentum without feeling overwhelmed. A ramp quota allows them to focus on learning the ropes while building pipeline and closing smaller deals initially.
3. Offer Draws to Offset Early Commission Gaps: Provide recoverable or non-recoverable draws to support reps financially during their ramp-up period. This helps ease any initial financial pressure and keeps them focused on reaching full productivity without stress.
4. Set Clear Expectations and Milestones: Outline specific goals and milestones for each stage of the ramp period. By setting clear, incremental targets, you give new hires a roadmap to follow, making it easier for them to see their progress.
5. Deliver Regular Feedback: Consistent feedback enables new hires to improve continuously. Regular check-ins with constructive feedback help them make adjustments, avoid repeating mistakes, and stay motivated as they work toward hitting full quota.
6. Pair Reps with Mentors: Assign mentors to your new reps. Mentors provide guidance and share best practices, helping new hires navigate challenges faster. Mentorship is especially helpful for learning complex sales cycles, client nuances, and deal-closing techniques.
7. Celebrate Milestones: Recognize achievements along the way to reinforce progress. Celebrating milestones—even small wins—boosts morale and motivates new hires to continue pushing toward full productivity.
8. Be Patient, Available, and Encouraging: Sales leaders play a crucial role in shortening ramp time. Be patient as new hires learn, be available to answer questions, and encourage them to keep pushing forward. Feeling supported makes them more likely to stay engaged and succeed faster.

By supporting your sales reps throughout the ramp-up period, you’ll set them up for faster success and strengthen and increase the productivity of your sales team.