Time: Ramping New Reps

Measure and pay attention to the reality. Time will vary from company to company depending on lead flow, people hired, training, and whether they’re picking up an established territory or starting a brand new one. Put new reps in training that has them work in other parts of the company like customer service. This makes them more effective salespeople and ramp up faster.

Time: Prospecting and Sales Cycle Lengths

Prospecting Cycle Length: Measure the time between when the prospect first responds to a campaign to when a quality opportunity is created or qualified. It generally takes 2­4 weeks to qualify a new opportunity.

Sales Cycle Length: Measure the time between when the opportunity was created/qualified to when it closed.

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