Rep Ramp Time
Rep ramp time is the period required for a new MCA rep to achieve full productivity — typically 90-180 days — encompassing product training, dialer proficiency, objection-handling skill, and pipeline development from zero to steady-state funded volume.
Why This Matters
Ramp time directly affects MCA shop unit economics. A new rep at $35K base who takes 6 months to reach full quota represents $17,500 of investment before producing breakeven funded volume. Shorter ramp times improve hiring economics and accelerate revenue from new headcount. Best practices for accelerating ramp: structured 4-week onboarding curriculum (product, scripts, dialer, CRM, compliance), dedicated coaching during weeks 5-12 (call review, role-play, pipeline coaching), graduated lead allocation (lower-volume aged inventory first, fresh leads after demonstrated competency), and weekly performance check-ins comparing ramp progression to expected milestones.
Frequently Asked Questions
Frequently Asked Questions
What's typical MCA rep ramp time?
90-120 days for SDR roles, 120-180 days for closer roles. Faster ramp possible with strong enablement infrastructure and structured coaching. Longer ramp common in shops without formal onboarding processes — reps learn by trial and error at significant productivity cost.
How can MCA shops shorten rep ramp time?
Structured 4-week onboarding curriculum with product, script, system, and compliance modules. Dedicated coaching weeks 5-12 with daily call review. Graduated lead allocation matching skill development. Weekly milestone tracking against ramp benchmarks.