A key performance indicator used by Sales Operations to measure the efficiency of onboarding and ramping new hires. It calculates the elapsed time from a new hire’s start date to the point at which they achieve 100% of their assigned sales quota. This metric helps organizations understand how quickly new sales representatives can become fully productive.
Benchmarking Phases
- Onboarding (Months 1-2): Focus on product knowledge, CRM proficiency, and methodology certification.
- Ramping (Months 3-5): Partial quota expectations; focus on pipeline generation and lead conversion.
- Full Productivity (Month 6+): The milestone where the representative consistently performs at the expected standard of a tenured employee.
Operational Value
Reducing TTP directly impacts the bottom line by maximizing the revenue-generating window of each headcount within a fiscal year. Optimization of TTP typically involves structured mentorship, standardized sales playbooks, and automated training modules.