{"id":804,"date":"2007-04-04T10:57:23","date_gmt":"2007-04-04T15:57:23","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-on-ramping\/"},"modified":"2007-04-04T10:57:12","modified_gmt":"2007-04-04T15:57:12","slug":"sales-on-ramping","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-on-ramping\/","title":{"rendered":"Sales On-Ramping"},"content":{"rendered":"<p>Has your sales department stalled?  Is your team awash in mediocrity?  If so, you are not alone.  According to ManageSmarter.com&#8217;s <a target=\"_blank\" href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3iacc829856429b60d9750a247726219a5\">Different Year, Same Objectives for Sales Teams<\/a>:<\/p>\n<blockquote><p>57 percent of reps are making quota, but 43 percent are still under quota.<\/p><\/blockquote>\n<p>Not good.  Obviously it is next to impossible to ascertain why 43% are not selling at their quota.  My first guess is misaligned hiring for the position, but that&#8217;s only a guess.<\/p>\n<p>Here is a stat we are attempting to influence greatly:<\/p>\n<blockquote><p><strong>27.8 percent<\/strong> of companies say it takes more than a year to get new sales reps ramped up.<\/p><\/blockquote>\n<p>Sounds about right&#8230;and that&#8217;s not good.  That extended ramp time is the reason behind our new on-ramping program.  The program includes a 6 month warranty for that salesperson.  There are techniques and milestones for ramping a new salesperson faster than 1 or more years and our new program guides the sales manager through the on-ramping period.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Has your sales department stalled? Is your team awash in mediocrity? If so, you are not alone. According to ManageSmarter.com&#8217;s Different Year, Same Objectives for Sales Teams: 57 percent of reps are making quota, but 43 percent are still under quota. Not good. Obviously it is next to impossible to ascertain why 43% are not selling at their quota. My first guess is misaligned hiring for the position, but that&#8217;s only a guess. Here is a stat we are attempting to influence greatly: 27.8 percent of companies say it takes more than a year to get new sales reps ramped up. Sounds about right&#8230;and that&#8217;s not good. That extended ramp&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-on-ramping\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,4],"tags":[],"class_list":["post-804","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-cY","jetpack-related-posts":[{"id":1465,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/onramping-is-everything\/","url_meta":{"origin":804,"position":0},"title":"Onramping Is Everything","author":"Derrick Moe","date":"March 12, 2008","format":false,"excerpt":"This ManageSmarter.com article - On-Board Your Sales Hires Faster - hits me where I live.\u00a0 We ran into a serious issue with one of our customers where a salesperson we placed was terminated after 60 days.\u00a0 I won't go into specifics, but this gentleman never had a chance.\u00a0 One anecdotal\u2026","rel":"","context":"In &quot;Onramping&quot;","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1668,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/a-fundamental-lack-of-communication\/","url_meta":{"origin":804,"position":1},"title":"A Fundamental Lack Of Communication","author":"Derrick Moe","date":"July 18, 2008","format":false,"excerpt":"The more companies we work with, the more we see communication breakdowns being the root of most problems.\u00a0 Our work with our clients spans more than just recruiting.\u00a0 We assist them in onramping their new salesperson.\u00a0 This function places us in the unique position of working with both the salesperson\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":984,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/accelerate-the-on-ramping-time-frame\/","url_meta":{"origin":804,"position":2},"title":"Accelerate The On-Ramping Time Frame","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"SellingPower.com has released their monthly sales management newsletter which is usually filled with insightful articles. How Long Are Ya\u20ac\u2122 Gonna\u20ac\u2122 Be New Here? is a client study on one company's efforts to shorten their sales ramp time. One of the universal problems all sales managers face is getting new hires\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1613,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","url_meta":{"origin":804,"position":3},"title":"Defining Excellence","author":"Derrick Moe","date":"June 12, 2008","format":false,"excerpt":"Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let's cut right to the chase.\u00a0 Here are the four: 1.) Goal Setting 2.) Commitment 3.) Feedback 4.) Organizational Support I would say that is a good list.\u00a0 The one that\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":465,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-time-wasters\/","url_meta":{"origin":804,"position":4},"title":"Sales Time-Wasters","author":"Derrick Moe","date":"November 28, 2006","format":false,"excerpt":"Sales & Marketing Management has a short article about what holds back sales reps - Companies Hamper Their Sales Reps. Some of the findings from the study: * Salespeople spend just 8 percent of their time prospecting and qualifying new customers. Yet they spend 23 percent of their time dealing\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1581,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/5-questions-for-every-sales-manager\/","url_meta":{"origin":804,"position":5},"title":"5 Questions For Every Sales Manager","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.\u00a0 The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/804","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=804"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/804\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=804"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=804"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=804"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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