Ramp period (also called onboarding period) is the time allocated for new sales reps to learn the product, company processes, and territory before being held to full quota. During the ramp period, quotas are typically reduced or progressively structured, and commission plans may include guarantees or adjusted rates. According to Alexander Group (2024), the average ramp period in B2B SaaS is 4-6 months.
Well-designed ramp periods serve multiple purposes:
According to Pavilion (2024), companies with structured ramp periods have 35% lower turnover among new sales hires.
| Sales Type | Typical Ramp | Factors |
|---|---|---|
| Transactional/SMB | 1-3 months | Simple product, short cycle |
| Mid-Market | 3-6 months | Moderate complexity |
| Enterprise | 6-12 months | Long cycles, complex deals |
| Technical sales | 6-9 months | Product expertise required |
Quota increases progressively:
| Month | Quota % | If full quota = $50,000 |
|---|---|---|
| Month 1 | 0% | $0 (training only) |
| Month 2 | 25% | $12,500 |
| Month 3 | 50% | $25,000 |
| Month 4 | 75% | $37,500 |
| Month 5+ | 100% | $50,000 |
Guaranteed income regardless of performance:
Combines elements:
New rep: Michael
| Month | Quota % | Quota | Guarantee | Sales | Earnings |
|---|---|---|---|---|---|
| 1 | 0% | $0 | $3,000 | $0 | $7,500* |
| 2 | 25% | $12,500 | $2,500 | $10,000 | $7,000* |
| 3 | 50% | $25,000 | $2,000 | $27,500 | $7,250** |
| 4 | 75% | $37,500 | $1,500 | $35,000 | $6,500 |
| 5 | 100% | $50,000 | $0 | $47,500 | $5,750 |
| 6 | 100% | $50,000 | $0 | $55,000 | $6,000 |
*Base + guarantee
**Base + commission (sales above guarantee threshold)
Match ramp to sales cycle: Ramp should exceed typical sales cycle - if cycle = 60 days, ramp ≥ 90 days.
Set clear milestones: Define expectations beyond quota (training, pipeline generation, certifications).
Provide adequate support: Dedicated onboarding program, mentor assignment, regular check-ins.
Balance protection and motivation: Some quota responsibility from months 2-3 maintains momentum.
Most companies pay full commission on all sales, even during ramp. The guarantee is typically a floor, not a ceiling.
Non-recoverable (sunk investment) is most common and recommended. Recoverable draws can create debt and demotivate new reps.
Typically shorter ramp (1-2 months) since the rep already knows the product and processes.
With Prowi, you can configure ramp-specific quota structures, track ramp attainment separately, and automatically adjust commission calculations during the onboarding period.