How it's worked out
It's measured two ways. Looking back, it's the months from start date to the first month at full quota, or to the first of several in a row, since one good month can be luck. Looking forward, it's the ramp a company plans, and it sets what a new rep is expected to sell each month until then.
A planned ramp usually starts from the sales cycle. A rep can't close deals faster than deals close, so a team with a three-month cycle can't expect a full number in month two. New reps often get a reduced quota while they ramp, called a ramped quota, and some plans pay a guaranteed draw alongside it.
Worked example, with made-up figures: full quota is $50,000 a month and the plan ramps over four months at 25%, 50%, 75% and 100%. The new rep owes $12,500 in month one, $25,000 in month two, $37,500 in month three and $50,000 from month four. That's $125,000 across the ramp, against the $200,000 a fully ramped rep would sell in the same four months. Each new hire costs the team $75,000 of sales before they're up to speed.
Activity ramps faster than revenue. A new rep can reach the team's call and meeting numbers in week three, long before the deals from those meetings close. Watching activity during the ramp shows whether it's on course while the revenue is still weeks away.
Where it shows up in your week
A new rep's first months are when they most need their manager's time. The 1:1 card fills in their last two weeks against their goal, their streak and what you asked them to do last time.
Related terms
Questions reps ask
It depends on your sales cycle and how much a new rep has to learn. A team whose deals close in a week can ramp in a month, and a six-month cycle can't ramp in less than six. Measure yours from your last few hires.
A lower quota for a new rep's first months, which rises in steps to the full number. Your pay plan sets the steps and how long each one lasts.
Yes. It runs from the start date, so onboarding and training weeks count.
Get the new rep making calls in week one, pair them with someone who sells well, and check their activity every week. A slow start then shows in month one, not month four.