Sales ramp up 101: A Guide to onboarding and scaling sales teams

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We know that the faster a sales team can reach peak performance, the more revenue they generate.

However, onboarding and ramping up sales reps effectively requires a structured approach. Without the right training, guidance, and tools, new hires may take months to contribute meaningfully, which can impact overall sales performance and confidence. 

In this guide, we’ll explore:

• Key strategies to reduce ramp-up time and set new hires up for long-term success,
• Why encouraging learning by doing is important for new hires,
• How to build a clear sales playbook.

6 key strategies to reduce your sales ramp up time

Onboarding is one of the most important times for your new sales hire. They need time to get familiar with their role, new team, and product. Here’s how you can help them get the most value from it without overwhelming your new teammate.

1. Invest in sales training

One of the most crucial elements of a successful sales ramp-up process is effective training. Salespeople should become product experts as quickly as possible to confidently advise prospects and close deals. Companies that invest in well-structured training programs see faster productivity gains and higher retention rates among sales hires.

A successful training program should include:

• Structured onboarding sessions: These should cover product knowledge, sales methodologies, and customer personas. A combination of instructor-led training, self-paced learning modules, and real-world case studies can provide comprehensive knowledge.
• Hands-on experience: Encourage new hires to get involved with customer support or prospecting early on. Answering common customer questions and learning about pain points can help them gain a deeper understanding of how the product solves real-world problems.
• Sales tech training: Many sales teams rely on a combination of CRM systems, automation tools, and communication platforms. Ensuring that new hires are proficient with these tools from day one can prevent unnecessary productivity delays.
• Demo introduction: Is there such a time as too early? At folk, we believe that the more time they have with the product, the more their confidence will grow. Replying to support questions can also help them get familiar with the product, fast.
• 2-way feedback: A good training program will allow all parties involved to provide constructive feedback. Onboarding is a great time for new hires to ask questions, get familiar and spot gaps they can suggest as constructive feedback. 

2. Encourage learning by doing

While theoretical knowledge is important, practical experience is what truly accelerates sales ramp-up. New hires should be encouraged to engage with prospects as early as possible to build confidence and refine their sales skills. Their fresh perspective might also help them spot gaps in the process. 

Here’s how companies can create an environment where learning by doing is prioritized:

• Early demo calls: By getting new hires on demo calls within their first week, they can begin understanding prospect questions, objections, and interests in real-time. Make sure that there is a buddy system in place so that they can debrief with a colleague and and ask any questions.
• Team feedback sessions: Reviewing select demos as a group fosters a culture of learning and improvement. Constructive feedback helps new sales reps refine their approach.
• Shadowing experienced reps: Learning from top-performing colleagues allows new hires to see best practices in action. They can absorb conversational techniques, objection handling skills, and closing strategies.
• Role-playing scenarios: Setting up mock sales calls with internal team members can provide valuable practice in a low-stakes environment.

3. Build a clear sales playbook

A well-defined sales playbook ensures consistency across the team and accelerates the onboarding process for new hires. Without clear guidelines, new reps may struggle to navigate the sales cycle effectively.

The sales playbook should include:

• Defined sales process: Break down the customer journey from lead generation to closing a deal, outlining key actions required at each stage.
• Clear demo script: Provide a structured template for sales presentations, ensuring that key product benefits are communicated effectively.
• Objection handling strategies: Equip new hires with responses to common objections they will face.
• Best practices for lead follow-ups: Establish a structured approach to prospect engagement to maintain momentum in the sales pipeline.
• Constructive feedback: Your new colleague might have some input in how you can improve the playbook.

4. Equip your sales teams with the right materials

Providing sales reps with the right resources helps them engage prospects more effectively and shortens the ramp-up period. A strong sales enablement strategy ensures that they have access to essential tools and content.

Key sales enablement assets include:

• Email templates: Standardized follow-up emails help maintain consistency while reducing the time spent drafting messages from scratch.
• Sales decks: Well-designed presentations can reinforce key selling points and product benefits in a visually appealing way.
• Customer stories and case studies: Real-world success stories help build credibility and showcase the product’s impact.
• Competitor comparisons: Providing information on how the product stacks up against alternatives can help reps confidently address customer concerns.

5. Design an effective compensation plan

An attractive and well-structured compensation plan motivates sales reps to perform at their best. If the structure doesn’t support early-stage ramp-up, new hires may struggle to stay engaged and motivated.

Considerations for an effective compensation plan:

• Ramp-up period support: Providing a temporary base salary or guaranteed commissions for the first few months helps alleviate financial pressure while new hires build their pipeline.
• Performance-based incentives: Rewarding early wins with bonuses or milestone-based incentives encourages new reps to hit the ground running.
• Uncapped commission structure: Giving high-performing reps unlimited earning potential can be a strong motivator.
• Long-term retention bonuses: Offering additional incentives for longevity can reduce turnover rates.

6. Tracking progress and optimizing ramp-up time

Tracking the effectiveness of the sales ramp-up process ensures continuous improvement. By analyzing key performance metrics, companies can identify bottlenecks and make data-driven improvements.

Important ramp-up metrics to monitor:

• Time to first deal: How long it takes for new hires to close their first sale.
• Sales cycle length: Comparing the duration of deals closed by new reps versus experienced reps.
• Pipeline generation: Measuring how many qualified leads a new hire brings in within their first few months.
• Conversion rates: Assessing how well new reps move prospects through the sales funnel.

Regularly reviewing and adjusting onboarding strategies based on data insights ensures a continually optimized ramp-up process.

Don’t forget to celebrate your wins together

Wondering how effective our playbook is? There’s a clear sales ramp-up between when Feven Baye joined us last September, and this January. We’re incredibly proud and look forward to growing more, together.

Conclusion

An effective sales ramp-up strategy requires a combination of structured training, practical experience, clear guidelines, sales enablement resources, and motivational incentives. By streamlining onboarding, equipping reps with the right tools, and continuously refining the process, businesses can maximize the productivity of their sales teams and drive long-term success. Implement these strategies to accelerate your sales ramp-up and build a high-performing team. We’re also hiring, feel free to reach out to me, or Morgane Conrad, if you’re interested in joining our sales team. Check out our open roles here. We look forward to reviewing your applications and meeting you!

More resources

• The psychology behind sales techniques: 5 sales strategies for better results
• How we consistently achieve 5,000+ sign-ups per month at folk: Our Systematic Growth Approach
• How folk uses folk for Sales (Part1): Your “contact sales” page is a funnel

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