What are Ramping Goals?
When bringing new sales reps into an organization, one of the most valuable investments of time you can make as a sales leader is to ensure those new hires are set up for success. That starts with understanding what success looks like. How many deals do your fully-ramped AEs need to close each month in order to hit quota? How much pipeline do they need to carry? How many meetings should they be having each week? And the same for SDRs: how many accounts should they be engaging, how many opps should they be creating, and so on. You need to have a clear set of expectations for your fully-ramped reps in order to determine what goals should be set for new hires as they ramp.
Within Atrium, we've made it easy to align those expectations with easy to follow ramping metrics for all members of your sales org. We also understand that the timeframes we've set up within Atrium may not work for your team or org, so we've built in options for you to toggle these ramping metrics off. Let's first go over our Ramping timeframes
Atrium's Ramping Timeframe
We've created a spreadsheet that details the ramping timeframe for each metric, delineated by segment and discipline. You can view that here.
You will see that there are three separate tabs, each based on the metric we use to calculate ramp duration - either in quarters, months, or weeks.
Well these metrics are not customizable at this time, we will explain options you have to turn off our ramping metrics.
An important note - Any metrics that use quarters to determine ramp duration and the number of ramping months is not an even multiple of 3, we round the ramping months to the nearest quarter. So 10 months becomes 9 months. 11 months becomes 12 months, etc. For example, if your fiscal year starts in December, and you had a SDR specialized in SMB start in February and you are looking at Bookings, they would be fully ramped in their 5th quarter, or 15th month, which is April of the following year, but being that the closest beginning of quarter to April is March, that rep would be considered fully ramped for that metric a month earlier than normal.
Options for Ramping Metrics
The metrics outlined in the above spreadsheet may not work for your sales org, which is why we now have a feature that allows you to disable ramping metrics on goals. There are two options available outside of using our current ramp system -
- Option 1: You can only specify fully ramped goals. Goal tracking and alerts would be turned off during the ramp timeframe, and only “activate” once the rep is fully ramped. This means that any reps in ramping periods for goals on metrics based on their segment and discipline would be excluded until they have completed the associated ramping duration.
- Option 2: You can tell the system to stop considering a ramping period altogether. Instead, every goal set will take effect immediately at “full capacity”. This means from day one, any goals set for your rep will apply at the total amount.
Where Can I Edit Ramping Goal Settings?
Any changes to Ramping goals can be made in the Goal Ramping Preferences section of your Company Settings, and will look like this -
Keep in mind that changes to Goal Ramping are set across the entire org, we do not have the option to set Goal Ramping Preferences by individual or team.