GTM Glossary · Roles & Teams
Ramp Time
The period a new seller needs before reaching expected productivity.
[01]What It Means
Measured from start date to consistent quota attainment, usually one to two sales cycles. In a new market it is longer, because the hire is building territory knowledge and references at the same time.
[02]Why It Matters
Ramp is the hidden cost in every hiring plan. A six-month ramp on a nine-month cycle means the first hire contributes revenue in the following financial year, which changes the funding case entirely.
[03]Where It Goes Wrong
Planning revenue from the hire’s first quarter.No enablement, which turns ramp into an open-ended experiment.Hiring before pipeline exists, so ramp is spent on cold prospecting instead of selling.
[04]Related Terms