SaaStr: Give New Sales Reps 1 to 1.5 Cycles Before Decision
SaaStr advises B2B SaaS teams to evaluate new sales reps over 1.0-1.5 sales cycles, with early signals often appearing sooner.
According to SaaStr, the timeframe to assess a new sales rep is 1.0 to 1.5 sales cycles. The publication states that leaders will often know the outcome sooner.
Evaluation Period
SaaStr reports that the best reps get on the board by closing 1 or 2 deals early, even if they do not hit quota immediately. If no progress appears in 0.5 to 1 sales cycles, the outcome rarely improves. The source notes that sales reps begin to lose confidence when early wins do not materialize. According to SaaStr, limited training and support at startups further reduce the chance of success for reps who have not closed deals within one cycle.
Lead Allocation Impact
The publication states that failing to move on underperforming reps wastes leads that could go to reps who close. SaaStr adds that excuses about product, leads, or marketing often appear when closing does not occur. Other reps can still close despite the same conditions, the source reports.
VP of Sales Role
SaaStr notes that a hands-on VP of Sales may carry a new AE beyond 1.5 cycles and still reach the overall plan. The publication states founders rarely have the time or skills to provide this support. Similar evaluation logic applies at the VP level, where lack of fit is typically clear in 30 days.
The source material is available at https://www.saastr.com/how-long-should-you-give-a-new-sales-rep/.
