Eps111 Compression: Reducing Sales Ramp Time by 50%

Most sales leaders are waiting too long for new hires to become productive, and it is quietly killing profit. Ingrid Maynard shows how the best teams cut ramp time by up to 50%, tighten onboarding, and build a system that drives real performance faster. She pulls back the curtain on what happens when leaders stop hoping people “figure it out” and start using clear 90-day onboarding, stage progression tracking, and deliberate coaching check-ins. The result is not just faster productivity - it is stronger pipeline, better conversion, and less wasted time, money, and talent.  You’ll discover: Why the “six-month ramp” is a myth in B2B sales How to use a 90-day onboarding plan with measurable milestones at 1, 2, 4, 6, 8, and 12 weeks The early indicators that matter most, including CRM proficiency, meeting-to-proposal conversion, and pipeline growth Why clarity, structure, and consistent coaching outperform guesswork every time How one large organisation turned previously unprofitable regions profitable using a repeatable system Ingrid also shares the kind of scale most teams are chasing but few actually build: a team-wide conversion lift from 17% to 38% in just months, even in a shrinking market with price increases in play. The message is sharp and practical - if the system is working, the results follow. This episode is especially valuable for sales leaders, frontline managers, and senior executives who are tired of inconsistent performance and want a better way to accelerate new hires without sacrificing margin or morale. If you are responsible for building a stronger sales engine, this is the roadmap you have been missing.   Time Stamps 00:00 - Why sales leaders must get their systems in order 01:15 - How stronger onboarding can cut ramp time in half 02:13 - The myth that new hires need six months to become productive 03:12 - Early indicators that show progress before revenue lands 04:07 - Building a clear 90 day onboarding plan 05:02 - Competency milestones for weeks 1 through 12 05:31 - Why sales leaders need to coach and check in consistently 06:01 - Setting crystal clear expectations for experienced hires 08:04 - How a repeatable system scales performance 09:03 - Turning unprofitable regions into profitable ones 10:07 - How team conversion lifted from 17 percent to 38 percent 11:34 - Why the gains came from execution, not market conditions 12:30 - Why AI only works after the fundamentals are strong 13:00 - Registration for Vantage Sales Leaders   Resources & Links: Ingrid Maynard - Website The 10 Traits of Commercial Greatness Vantage Connect with Ingrid Maynard: LinkedIn