Hi Trish, 
 
 
 
This might be a pre-5 Hour Energy in the afternoon thing, but I must be missing something in the math on your first point. If the average to full ramp is 3.2 months, yet the average tenure is 2.1 months, how does that equate to 7 quarters (21 months) of productivity? The point seems to be that companies aren't investing in holding their reps long enough for them to get to full productivity, and 2.1 out of 3.2 is (roughly) 70%, which I'm guessing is what you wer going for.  
 
 
 
As a start up looking to implement a lead gen program, the point not to quit too quickly or expect too much is probably good to hear. 
 
 
 

Bob, you are correct - that was a typo. Should have read:  
"On average, it takes 3.2 months to get a rep fully ramped and their tenure in the role is 2.1 years." 
 
Thanks for pointing out the error.

No worries Matt, torn between looking like a blog-nazi or ignoring it, but I would prefer a typo point out to me (and I make them often enough.. ;>) ), so went that way. 
 
 
 
There are good posts here, so thanks back!

Great research. At OpenView we preach the great importance of using outbound lead generation as a method to fill the top of the funnel for our portfolio companies. Getting to full ramp as quickly as possible is key (especially because burnout happens right at about 2 years). We also found content and collateral to be extremely critical (along with active management) to ensure success and a quick ramp. 
 
-KKF