Definition
Sales ramp is the time and productivity curve it takes for a new sales rep to reach full quota productivity. Ramp affects capacity, forecasting, and hiring plans.
Example
If a new rep reaches 50% of quota by month 3 and 100% by month 6, ramp time is about 6 months.
How to use it
- Use historical ramp cohorts (month 1/2/3) instead of a single assumption.
- Ramp often differs by segment and motion (SMB vs enterprise).
- Model ramped vs ramping headcount separately in capacity plans.
Common mistakes
- Assuming new hires are fully productive immediately.
- Using a single ramp assumption across very different roles/territories.
- Ignoring seasonality that changes ramp effectiveness.
Why this matters
This term matters because small changes compound in SaaS metrics. Use consistent definitions by cohort and segment so you can diagnose retention, payback, and growth quality.
Practical checklist
- Write a 1-line definition for "Sales Ramp" that your team will use consistently.
- Keep the time window consistent (weekly/monthly/quarterly) when comparing trends.
- Segment results (channel/plan/cohort) before drawing big conclusions from blended averages.
- Use a calculator that references this term (e.g., Sales Capacity Calculator (with Ramp)) to sanity-check assumptions.
- Read the related guide (e.g., Sales capacity planning: quota, attainment, ramp, and what to watch) for context and common pitfalls.
Where to use this on MetricKit
Calculators
- Sales Capacity Calculator (with Ramp): Estimate period bookings capacity from team size, quota per rep, expected attainment, and ramped vs ramping mix.
- Sales Quota Calculator (Team to Rep): Sales quota calculator to estimate quota per rep from a team target using expected attainment, ramp mix, and optional pipeline coverage checks.
Guides
- Sales capacity planning: quota, attainment, ramp, and what to watch: A practical guide to sales capacity: estimate bookings capacity using headcount, quota, expected attainment, and ramped vs ramping mix.
- Sales quota setting: a practical framework (capacity, pipeline, and ramp): Learn how to set sales quota using capacity math, pipeline coverage, and ramp assumptions, plus a sales quota calculator to sanity-check targets.
- Sales ops metrics hub: quota, pipeline, win rate, and capacity planning: A practical hub for sales ops planning: quota attainment, pipeline coverage, required pipeline, sales capacity with ramp, and OTE math.