What is Sales Rep Ramp Time?
Ramp time is the period from hire date until a sales rep reaches full productivity. During this period, reps typically achieve a fraction of their quota while learning products, processes, and territory. Understanding ramp time is critical for sales capacity planning and hiring ROI.
SDR Ramp
3 months
Mid-Market AE
6 months
Enterprise AE
9+ months
Sales Rep Ramp Time Calculator
Calculate time to productivity, ramp cost, and break-even point
Rep Profile
Benchmark: 6 months
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Time to Full Productivity
6 months
On Track
Ramp Cost
$-175625
Investment during ramp
Break-Even
Month 1
When profitable
Year 1 Projection
Expected Revenue$673K
Total Compensation$152K
Training Cost$5K
Year 1 ROI328%
Productivity Ramp
M1
17%
M3
50%
M6
100%
M9
100%
M12
100%
Ramp Time Benchmarks by Role
| Role | Typical Ramp | Base Salary | Annual Quota |
|---|---|---|---|
| SDR/BDR | 3 months | $55K | $200K |
| AE (SMB) | 4 months | $65K | $650K |
| AE (Mid-Market) | 6 months | $85K | $850K |
| AE (Enterprise) | 9 months | $120K | $1.2M |
| CSM | 4 months | $70K | $500K |
Frequently Asked Questions
What is sales rep ramp time?
Ramp time is the period between a sales rep's start date and when they reach full productivity (typically 100% quota attainment). Average ramp times: SDR 3 months, SMB AE 4 months, Mid-Market AE 6 months, Enterprise AE 9+ months.
How do you calculate ramp cost?
Ramp Cost = (Monthly Salary × Ramp Months) - (Expected Revenue During Ramp). It represents the investment required before a rep becomes profitable. Typical ramp costs range from $50K (SDR) to $200K+ (Enterprise AE).
What affects sales rep ramp time?
Key factors: (1) Sales cycle length - longer cycles = longer ramp, (2) Product complexity, (3) Onboarding quality, (4) Territory/pipeline handoff, (5) Prior industry experience, (6) Sales enablement resources.
How can I reduce ramp time?
Strategies: (1) Structured 30-60-90 day onboarding, (2) Shadowing/ride-alongs with top performers, (3) Sales enablement content library, (4) Pipeline seeding for new reps, (5) Regular coaching/role-play, (6) Clear milestones and accountability.
What is the break-even point for a new rep?
Break-even occurs when cumulative revenue generated equals total compensation paid. For most roles, this is 6-12 months after start. Calculate: Total Comp ÷ Monthly Revenue. Faster ramp = faster break-even = better ROI on hiring.
Optifai Research Team
VerifiedSales Operations & Enablement | 500+ sales teams analyzed | Ramp benchmarks
Last updated: November 26, 2025
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