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Ramp Time
The time it takes for a newly hired sales rep to reach full productivity, typically defined as achieving 100% of their fully ramped quota for the first time.
What it shows
Ramp time directly impacts revenue capacity planning. Longer ramp times increase the cost per productive rep and create revenue plan gaps. Tracking ramp by cohort shows whether onboarding improvements are actually reducing time to productivity.
Formula
Ramp Time = Average months from hire date until a new rep achieves their first quarter at 100%+ quota attainment. Typical SaaS range: 4-9 months depending on deal complexity and market segment.