Many executives believe the ramp-up time for a new sales rep to full productivity is less than 3 months. This is predominately a myth. Ramp-up times of 6 months or less have decreased from 60% to 30% over the past 5 years (CSO Insights).
Big problem. What happened?
Product line complexity, increased competition and growing customer sophistication have been some reasons why even experienced new hires struggle to get ramped-up. Interestingly enough, sales product training and industry experience are not key fixes. Rather, competency testing and easy access to sales knowledge and information are more critical to fast start success.
Are you hiring smart reps and giving them easy access to the information they need to effectively sell?
