The new rep ramps in nine months. The average one stays nineteen.

When ramp time is half of tenure, the sales team is permanently half-built, and hiring harder makes the arithmetic worse rather than better.

By Steve 5 min read
Abstract bridge artwork for The new rep ramps in nine months. The average one stays nineteen.

A sales director asks for two more heads. The business case is straightforward: each rep carries a £400,000 number, the team is short of target, two more bodies close the gap. What the case rarely states is the other two figures on the same page. New hires take around nine months to reach full productivity. The average rep leaves after nineteen. Ten productive months per hire, nine unproductive ones, and a business that has never once looked at the ratio. That ratio governs more of the sales function’s economics than…

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