// Sales
Ramp
The productivity curve of a new rep from hire to full quota, typically 3–9 months depending on ACV.
In depth
Standard ramp: month 1–3 at 0%, month 4–6 at 33%, month 7–9 at 66%, month 10+ at 100%. Ramp-adjusted quota is what capacity models use. A rep who doesn't ramp on schedule is usually a bad hire or a bad territory, both are fixable, but only if you measure it.
Related terms
Capacity Model
Top-down bookings model: # of reps × ramp-adjusted productivity × attainment assumption × seasonality.
Quota
The annualised bookings or ARR target a rep is expected to deliver, the number their comp is built around.
Sales Enablement
The function that equips reps with the training, content, tooling and process to sell effectively.