Sales Rep Ramp Time

Full definition

Sales rep ramp time refers to the period from hire date until a new rep is consistently performing at or near quota. In B2B SaaS the average ramp is usually 4–6 months, though it varies significantly by deal complexity and sales cycle length. Ramp time is a direct cost to the company: the fully loaded cost of an under-productive rep for the ramp period plus the opportunity cost of deals not worked. Cutting ramp time by 30% is a meaningful line item for any sales org hiring at scale.