Frameworks
The Sales Ramp
Simulator.
Plug in your team. See the pipeline you are losing to slow ramp, the cost of every extra week, and which of the 3 gates to fix first. Works for BDRs, AEs, and full-cycle reps.
Role
10 reps
Reps in the ramping cohort
14 weeks
Weeks from hire to full quota
$50K
Pipeline target (qualified opps or $ generated per month)
$35K
Annual contract value of a typical deal
Pipeline lost to slow ramp
$2.4M
Across the 14-week ramp at 3x coverage
Cost per week of delay
$58K
Every extra week of ramp burns this in revenue
Deals you never closed
23
At $35K ACV across the cohort
That is $808K in booked output ($81K per rep) that never lands, because every rep averages 50% productivity during ramp. The pipeline number above is that output at 3x coverage.
Top gate to fix first
Gate 1. Foundation
Over 12 weeks⚑ The verdict
Your ramp is over 12 weeks. That is not a rep problem. That is an onboarding bloat problem. Reps are sitting in passive content instead of doing reps.
→ The fix
Cut onboarding to 10 working days. Day 1 is product, ICP, and the first sequence live in their tool. Replace recorded modules with reps-on-reps and a manager certification at end of week 2. If a rep cannot pass the Foundation gate by day 14, your hiring bar is the leak.
The 3 gates for BDRs, for reference
Over 12 weeks
Gate 1. Foundation
8 to 12 weeks
Gate 2. Live Reps
Under 8 weeks
Gate 3. Quota Carry
Share these results
The link encodes your inputs. Anyone you send it to lands on this exact result.
Do this tomorrow
- Run this with your VP Sales in the next 1:1. Inputs are theirs, not yours.
- Forward the PNG to your CRO before the next board prep cycle.
- Pick the top gate above and book one calendar block this week to fix it.
Next tool
BDR Org Design Teardown
You know the cost. Now check whether your org shape is the reason ramp is slow in the first place.
Run the next tool →
Method. The point of this tool is that most leaders have no number for what ramp is costing them. You put in your real team size, ramp weeks, quota, and ACV. The math does the rest. Reps ramp linearly from 0 to 100% of quota, average productivity during ramp is 50%, BDR output is multiplied by 3x to estimate pipeline, AE and full-cycle output is revenue with no multiplier. The number you see is your number, not an industry average. That is the benchmark.