New rep ramp schedule

Most ramp schedules are just a quota discount: 0%, then 50%, then full. That tells you whether a new rep is hitting a reduced number but nothing about whether they are on track to get there. This template pairs each month's ramped quota with a leading-indicator milestone, so a rep who is falling behind shows up in month two instead of month five.

Category:: Territory & Quota
Formats:: PDF + CSV + web view
Sections:: 5
Updated:: September 24, 2026

What you get

A month-by-month AE ramp with ramped quota and cumulative quota
Leading-indicator milestones per month (pipeline, meetings, certifications) with evidence required
An SDR ramp variant built on meetings rather than bookings
A ramp review checklist for the manager's monthly check-in

Who it's for

Sales ops and enablement teams onboarding new AEs and SDRs
Frontline managers running monthly ramp check-ins
RevOps leads aligning ramp assumptions with the capacity plan

What's inside

1
AE ramp schedule
6 columns, 5 worked example rows
2
How the example adds up
Guidance notes
3
SDR ramp variant
5 columns, 3 worked example rows
4
Rep ramp record
6 fields to complete
5
Monthly ramp check-in
7-point checklist

Preview of section 1

AE ramp schedule

Example: full monthly quota $60,000 ($720,000 annual). Ramped quota = Full monthly quota x Ramp %. Replace the percentages with your own hires' median ramp.

Month	Ramp %	Ramped quota ($)	Cumulative ramped quota ($)	Leading-indicator milestone	Evidence
1	0%	0	0	Pitch and discovery certification passed	Recorded certification, manager sign-off
2	25%	15,000	15,000	$120,000 qualified pipeline created	Opportunities at Stage 2 in CRM

The preview shows part of section 1. The full template has all 5 sections (4 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1
Build the ramp from your own hires
Look at how much your last several hires actually closed in months 1 through 6. Use the median, not the best performer. A ramp built on hope creates a failure story for every average hire.
2
Attach one leading indicator to each month
Bookings lag. Pipeline created, qualified meetings held, and certifications passed lead. Put one leading indicator next to every month so the manager has something to inspect before revenue is possible.
3
Decide what happens on a missed milestone
Write down the response before it is needed: extra coaching, a deal review, or a formal check-in. Deciding in the moment makes it personal.
4
Match the ramp to the capacity plan
The ramp percentages here should be the same ones finance uses in the capacity plan. If they differ, the hiring plan and the rep's quota are telling two different stories.

Frequently asked questions

How long should a sales rep ramp period be?

Long enough to cover at least one full sales cycle plus onboarding. Base it on how long your own recent hires took to reach full productivity, measured at the median.

How do you calculate ramped quota?

Ramped quota = Full monthly quota x Ramp % for that month of tenure. With a $60,000 monthly quota and a 0/25/50/75/100% ramp, the first five months total $150,000.

Should new reps get a draw or guarantee during ramp?

Many companies pay a non-recoverable draw or guaranteed variable for the first months because the rep cannot yet influence bookings. Whatever you choose, write it into the comp plan with an end date.

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PDFCSV

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