Ramp Time to Quota Calculator

Sales reps don't hit full quota on day one. Standard ramp: month 1-2 onboarding, month 3-6 partial quota (25-75%), month 7+ full quota. Total ramp 4-9 months by segment. Knowing ramp time is critical for hiring plan and pipeline forecasting.

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Ramp Schedule By Segment

SMB (1-3 month cycles): month 1-2 onboarding (0%), month 3 partial (25%), month 4+ full (100%). 4-month total ramp. Mid-market (4-6 month cycles): 6-month ramp with 25/40/60/80% schedule. Enterprise (9-12 month cycles): 9-month ramp with longer onboarding + first deal closures.

Hiring Plan Implications

Each new rep contributes only 50-70% of full quota in year 1 due to ramp. A startup hiring 6 reps in Q1 for $1M quota each shouldn't expect $6M in year 1 — closer to $3-4M. Multi-year planning: year 2 first-class delivers 90-100%, year 2 second-class still ramping.

Accelerating Ramp

Three highest-impact moves: (1) Recruit from industry — saves 30-40% ramp time. (2) Structured onboarding (formal certification, ride-alongs, case study review). Pavilion benchmarks: structured onboarding cuts ramp by 25%. (3) Account assignments from day one — don't make reps prospect cold. Inheriting pipeline from departed rep usually delivers first closes by month 3-4.

Source: Pavilion CRO Hiring Survey 2025, RepVue Q4 2025 Ramp Benchmarks. Last updated: May 2026.