Onboarding

Ramp is a revenue metric wearing a training costume.

Time-to-productivity is one of the highest-leverage numbers in the revenue org. It deserves to be designed like one — reverse-engineered from what a productive rep actually does, not from what a curriculum happens to cover.

What's missing

Completion tells you the content was consumed. It doesn't tell you the rep can sell.

Most onboarding programs have solid content and real rigor behind them. What's usually missing is the feedback loop: a clear definition of the behaviors a productive rep exhibits, checkpoints against real deal motion rather than knowledge checks, and a path back from each cohort's actual performance into what the next cohort gets taught. Onboarding that learns from its own graduates compounds. Onboarding that doesn't is a syllabus — good content, no loop.

In this section

Four paths, four different definitions of ready.

Pre-salesPre-Sales Onboarding→AEs and SDRs. The path from first day to first deal — measured in time-to-first-deal, not modules completed.Post-salesPost-Sales Onboarding→CSMs and account managers. Ramping the people who own the revenue after the signature.TechnicalTechnical Onboarding→Solutions engineers and technical roles. Depth without a six-month ramp.PartnerPartner Onboarding→A partner who doesn't sell in 30 days usually never will. Engineering the activation window before it closes.

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