Ramp time is one of the most expensive hidden costs in sales. A new seller draws full salary for months before producing meaningful revenue. Cutting that time, even modestly, has a large effect on growth.
Define what "ramped" means
Agree on clear milestones: first discovery call led solo, first qualified opportunity created, first deal closed, and first month at full quota. Without milestones, you can't measure ramp or improve it.
Structure the first 30 days
- Learn the ICP, value props, and the playbook
- Listen to recorded calls from top performers
- Shadow live calls, then lead calls with a manager present
- Practice discovery and objections in role plays
Give them pipeline early
New sellers ramp faster when they have real opportunities to work. Consider assigning a small set of warm accounts or inbound leads in the first weeks.
Coach weekly
Weekly one-on-ones focused on skills, using real calls as examples, are the single biggest factor in how fast a new seller gets productive.
We start by understanding where revenue is stuck, then scope the work to fit.
