A sales ramp period is the time it takes for a new salesperson to reach full productivity. It can take anywhere from 3 to 6 months for a new salesperson to start generating significant revenue. Some have even said two years.
That’s why it’s important to take proactive measures to support your reps during their ramp up to ensure they’ll be successful.
Here are some ways to support them:
- Provide comprehensive training: Make sure your reps have the knowledge and skills they need to be successful. This includes training on your products or services, your sales process, and your company’s culture.
- Offer a ramp quota: A ramping quota is a sales quota designed to help new salespeople reach full productivity. It is typically set at a lower level than the company’s overall quota, and it is gradually increased over time as the salesperson gains experience.
- Provide draws: Give new-hires either recoverable or non-recoverable draws to offset the lack of commissions early on.
- Set clear expectations: Make sure your reps know what is expected of them in terms of performance and productivity. This will help them to stay on track and avoid feeling overwhelmed.
- Provide regular feedback: Provide your reps with regular feedback on their performance. This will help them to identify areas where they can improve and to stay motivated.
- Pair them with a mentor: Pair your new reps with experienced salespeople who can provide them with guidance and support. This can be a valuable resource for new reps who are still learning the ropes.
- Celebrate their successes: When your reps achieve a milestone, be sure to celebrate their success. This will help to keep them motivated and engaged.
And as sales leaders, you can best support your new hires by being:
Patient: It takes time for new reps to learn the ropes and to start generating revenue. Be patient and supportive, and they will eventually reach their full potential.
Available: Make yourself available to your reps to answer questions and provide guidance so that they feel confident and supported.
Encouraging: Offer words of encouragement to your reps, especially when they are facing challenges. This will help them to stay motivated and focused.