Ramp Time

What is ramp time?

Ramp time is the time it takes for new sales reps to reach full productivity after joining an organization. The ramp up period encompasses the time from their start date to when they consistently start meeting or exceeding expectations for their role. An effective onboarding process—during which new hires are introduced to company culture, product knowledge, and role-specific training—is critical to achieving reduced ramp time. 

Example: Our sales enablement team has worked to reduce ramp time for new sales reps by introducing personalized, real-word sales training during the onboarding process. 

Why ramp time matters

A company’s revenue growth is directly related to its ramp time. With a shorter sales ramp time, new reps contribute revenue sooner, boosting overall sales capacity. Reduced ramp time also cuts down on training costs and decreases the chance of costly employee turnover. 

Organizations that can effectively ramp their new reps sooner can scale their teams without negatively affecting the average sales cycle, earning them an edge over their competitors. They also enjoy a higher return on investment (ROI) by recouping training and hiring costs sooner. 

Also beneficial for reps themselves, quick ramp time means they’ll sooner benefit from sales compensation plans. As a result, organizations enjoy increased employee retention and higher customer satisfaction scores. 

Best practices to reduce ramp time

Structured onboarding programs introduce new hires to the tools, resources, product knowledge, and sales processes they need to succeed. Mentorship, coaching, and regular feedback are also crucial, giving new hires early and consistent support. 

Providing on-demand resources like messaging scripts, relevant scenario-based learning, and product training gives new reps the knowledge they need, when they need it. Progress tracking clearly defined key performance indicators (KPIs) allows managers and reps to review data and adjust in real-time.