Back
The War Room
Question
Post

Ramp Up Time to Quota

I'm in the process of updating my reps skillboard.


Since everyone learns at a different pace. Even for an experienced/seasoned hire, it takes time to learn a new process, methodology, key buyers and their pain points and products they're selling.


How long did it really take you to ramp up to quota/full productivity?




How long did it take you to ramp up (to quota) in your current role?
Attached poll
*Voting in this poll no longer yields commission.
๐Ÿงข Sales Management
๐ŸฅŽ Training
6
salesnerd
WR Officer
+16
Head of Growth
You gotta consider sales cycle as well. I think it's possible for an SDR ramp up in a month or so, but if your sales cycle is 6+ months, it's nearly impossible to ramp up as an AE in less than 6 months.ย 
Trinity
WR Officer
+7
BusDev
Agree. And would you say that a sales cycle can also be influenced by an effective sales process?
salesnerd
WR Officer
+16
Head of Growth
To an extent for sure, but no way an effective sales process will take you from a 6 month sales cycle to a 15 day sales cycle.
TheWolfofGlengarry
Opinionated
+1
Global Account Manager
Depends on how technical or complex the sales motion and level of understanding needs to be for the Rep. You can't expect a 7+ figure deal on a technical sale to be done by a new rep in under 6 months (unless it was an existing deal in flight).ย 

6-12 months is reasonable.
CadenceCombat
Tycoon
+13
Account Executive
+1 this answer
Trinity
WR Officer
+7
BusDev
Ah yes, technical/complex solutions.ย 
closedwon
Politicker
+7
Senior Director of Sales
My SDR team takes about 4-5 months to allow them to go into the wild alone.ย 

Our sales people, all enterprise F500 sellers are given 6-12 months to get their first opps in the pipe.ย 

My company is very realistic on how long it takes. ย They expect my first year (Iโ€™m 6 months in) building new division and team to be the starting point. ย 

My CRO and our President both said it will probably take me two years to get this scaled up and high performing. ย  We are a 1k+ person company and Iโ€™m building out a new division and never felt this supported. ย 
Trinity
WR Officer
+7
BusDev
That's great to hear. Support from leadership makes a ton of difference.
ChefK
Good Citizen
SDR
I used Gong and was able to hit the ground running immediately. I set 7 demos my first month as an SDR.ย 
Trinity
WR Officer
+7
BusDev
Whoa, you're a beast! That's amazing. Do you think the onboarding/coaching helped you ramp up pretty quickly?
ChefK
Good Citizen
SDR
Yes 100%. We were trained for 2 weeks, given a book of accounts and just started calling the first day after training. It was also a week before Christmas so def a brutal start. I was able to listen to what all the top reps were saying on the phone and got feedback right away from my boss. Having a library of top reps at the touch of my fingertips was amazing though and how I learned what objections were coming up and how to handle those. I listen to 75-100 call a month.ย 


I also got creative and did multiple forms of outreach. Email, call, LinkedIn and drift video.ย 
Show 1 more replies
thegreatestsalesperson
WR Officer
+16
AE
Agree with salesnerd most of the time its not just learning product and process.ย  Sale cycle as well as inbound volume have a massive impact on ramp time
Trinity
WR Officer
+7
BusDev
Aligning sales and marketing come with many benefits
Derpfrickinvalu
Arsonist
+7
Account Executive
Another factor here is whether or not a company pays out your full variable during the onboarding period. If full OTE is paid for your 1st quarter, it almost incentivizes you to ramp more slowly and milk the guaranteed money. Especially when you don't get any additional commission for closing deals while ramping.ย 

In a perfect world, I'd be guaranteed my full OTE for the first 3 months, plus my normal commission rate for anything that closes during the ramp period.ย  ย 

Trinity
WR Officer
+7
BusDev
Would you let your company do a clawback if you didn't ramp up within 6 months?
Derpfrickinvalu
Arsonist
+7
Account Executive
Hell no, they take a risk on hiring you just like you take a risk accepting the role. If you're not going to guarantee my variable during ramp, without clawback conditions, you're signaling that you lack confidence in how this will work out. That's also an indicator of how reps before you have performed/not-performed.ย 

Either full OTE guaranteed without clawbacks or a signing bonus.ย 

ย 
Show 1 more replies
1
Quota Assignment
Question
5
4
Leadership increased your quota and cut your territory! What do you do?
Question
8
15
Do you fudge.... Your quota attainment for new jobs?
Question
34
Do you lie about quota attainment in interviews for new sales positions?
gg
+166
ggd1002 , ย  ThomasCallhanIII , ย  Mooney ย  and 166 people voted
*Voting in this poll no longer yields commission.