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Hiring new sales reps is just the beginning. The real challenge? Getting them to full productivity as quickly as possible. A ramp up period refers to the time it takes for a salesperson to become fully effective in their role, achieve quota attainment, and start generating revenue for the company.
On average, it takes three to six months for a new sales rep to reach full productivity, though this can vary based on the complexity of the product or service, the sales cycle, and the training provided according to the Sales Readiness Group. Businesses that optimize their sales ramp up time can boost revenue faster and retain top talent.
This guide covers everything you need to know about ramp up periods—from how to calculate them, how they impact compensation, and how to shorten the onboarding process to maximize sales performance.
What Is a Sales Ramp Up Period?
A ramp up period is the amount of time a sales rep needs to go from new hire to full productivity. During this period, sales reps learn about the company’s product or service, sales strategies, customer personas, and quota expectations. A sales ramp up period is critical for ensuring new sales reps achieve quota attainment and contribute to revenue growth quickly
The length of the ramp up period depends on:
✔ Industry complexity – Selling SaaS solutions with long sales cycles requires more training than selling transactional products.
✔ Sales cycle length – If it takes 90 days to close a deal, the sales ramp up time will be longer.
✔ Training and enablement – Companies with structured onboarding and mentorship programs see faster ramp-up times.
✔ Quota expectations – Setting realistic expectations for reps in their first few months helps them build confidence and momentum.
A shorter ramp up period leads to faster revenue generation and a more engaged sales team.
How to Calculate Sales Ramp Up Time
To calculate sales ramp up time, businesses often use:
1. Full Quota Attainment Method
👉 Formula: Ramp Up Time = (Average time to quota attainment)
💡 Example: If a company expects sales reps to hit 100% of their quota by month six, the ramp up period is six months.
2. Revenue Productivity Method
👉 Formula: Ramp Up Time = (Time to reach 80% of full revenue productivity)
💡 Example: If a sales rep generates 80% of their OTE by month four, the ramp up period is four months.
3. Deal Cycle Method
👉 Formula: Ramp Up Time = (Sales Cycle Length × 2)
💡 Example: If the average sales cycle is 45 days, a rep should ramp up in 90 days.
Companies should use a combination of these methods to set realistic ramp up expectations.
Aligning Ramp Up Periods with Sales Compensation
Sales compensation plans need to consider the ramp up period to ensure new hires stay motivated. Key strategies include:
✔ Guaranteed OTE – Paying a fixed salary or guaranteed commission during the ramp up period reduces financial stress for new reps.
✔ Reduced quota targets – Gradually increasing quota expectations helps reps build confidence before they are fully responsible for their goals.
✔ Tiered commission structure – Offering higher commission rates during the ramp-up phase can encourage early wins.
By aligning sales compensation with realistic ramp up periods, companies can motivate reps and improve retention. Also, with Remuner’s software you’ll be able to establish rankings and pay bonuses based on each employee position in their team ranking. Smart gamification and team challenges can motivate your teams and drive success while ensuring a healthy competitive culture.
5 Strategies to Reduce Sales Ramp Up Time
A long ramp up period delays revenue and increases hiring costs. Businesses can shorten ramp-up time by implementing the following strategies:
1. Provide Structured Onboarding: Sales reps need a clear 90-day plan.
Effective onboarding should cover:
- Product and market training
- Competitive landscape overview
- CRM and sales tools training
- Role-playing and shadowing experienced reps
2. Set Clear Expectations with Early Wins: Set achievable goals in the first 30, 60, and 90 days:
- First 30 days – Learn the product and make first prospecting calls
- 60 days – Book and conduct sales meetings
- 90 days – Close first deals and start hitting quota
3. Use Technology to Track Progress: Sales enablement platforms like Remuner provide:
- Quota attainment tracking in real time
- Performance analytics to identify struggling reps
- Automated sales coaching to guide new hires
4. Implement a Mentor Program: New reps ramp up 20% faster when paired with experienced sellers according to Harvard Business Review.Â
5. Incentivize Early Success: Offering bonus incentives for early deals encourages reps to stay engaged.
Companies that reduce ramp up time improve sales performance and lower turnover.
Real-Life Examples of Ramp Up Periods in Sales Teams
Example 1: Enterprise SaaS Sales
- Ramp Up Time: 6-9 months
- Sales Cycle Length: 90-120 days
- Strategy: Offer guaranteed commission for the first three months.
Example 2: Mid-Market Sales
- Ramp Up Time: 3-6 months
- Sales Cycle Length: 45-60 days
- Strategy: Reduce quotas by 50% in the first three months.
Example 3: SMB Sales
- Ramp Up Time: 1-3 months
- Sales Cycle Length: 15-30 days
- Strategy: Increase commission percentage in the first 60 days.
Top Mistakes in Sales Ramp Up Periods
- Setting Unrealistic Expectations – Expecting full quota attainment in 30 days is unrealistic for most roles.
✅ Solution: Use industry benchmarks to set ramp up targets. - Lack of Training Support – Reps without guidance take longer to become productive.
✅ Solution: Provide structured onboarding and mentorship. - No Performance Tracking – Without data, it’s hard to know which reps are struggling.
✅ Solution: Use performance tracking software like Remuner to monitor progress.
Avoiding these mistakes leads to faster ramp-up times and higher sales performance.
Final Thoughts: Accelerating Sales Success with Ramp Up Periods
A well-structured ramp up period ensures new sales reps become productive faster and stay engaged. Businesses should align compensation, quota expectations, and sales incentives to create a motivating and supportive onboarding experience.
For companies looking to automate quota tracking, optimize compensation, and accelerate onboarding, Remuner provides a data-driven solution. Learn how Remuner can help your sales team ramp up faster today!
FAQs: Ramp Up Periods in Sales Compensation
What is a typical ramp up period for sales reps?
The ramp up period varies by industry but usually lasts 90 days to 9 months, depending on the sales cycle and product complexity.
How do you calculate ramp up time?
Companies use methods like:
- Full quota attainment (time to reach 100% quota)
- Revenue productivity (time to 80% of target revenue)
- Deal cycle length (2× the average sales cycle)
Should sales reps get full commission during ramp up?
Many companies offer guaranteed commissions or reduced quotas during the ramp up period to support new hires.
How can companies shorten ramp up time?
- Structured onboarding programs
- Mentorship from experienced reps
- Sales training and CRM automation
- Early-stage incentives for hitting small targets
How does ramp up time impact sales compensation?
Compensation plans must adjust quotas and earnings to reflect the learning curve, ensuring new hires stay motivated and successful.
