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In a perfect world, business owners and sales managers would love their new sales hires to “hit the road running.” Unfortunately, that expectation is not realistic. Even the most experienced sales professionals have a Ramp Up Time to reach full quota.
Although there is no perfect calculation for measuring Ramp Up Time, there is one general way to calculate it.
RAMP UP TIME
Onboarding Time + 3 Months + Average Sales Cycle Length = Length of Ramping Quota
Onboarding: Basic training/Bootcamp which could be intense for a week or longer.
3 Month Base: Minimum time it takes an average sales rep to sell anything well.
Average Sales Cycle Length: Many B2B sales cycles are 3 months or longer.
Other variables also exist. Less experienced reps may have longer ramp up times while more experienced reps, particularly in your industry, may have shorter ramp up times. They key is to have realistic expectations when measuring the sales success of a new salesperson.
Your new sales hire has sold into your industry but with a different product. His first month is focused on onboarding, product training and sales training. Assuming a 4-month sales cycle, we will add four months. Now add the standard three months and your Ramping Quota is seven months. So, a realistic expectation is that it could be seven months before your new hire performs at full monthly quota.
Adding new sales professionals to your team is a substantial investment. If your new sales rep is not performing as quickly as you would like, best not to judge the quality of your new hire without first evaluating the quality of your sales training, sales management and ramp up quotas.
Sales success happens when three things come together . . . the right sales hire, the right sales training, and the right sales management.
If you want to hire the right salesperson who can meet realistic Ramp Up Quotas, give us a call at 317-578-1310.