Introduction
A single ramp‑up recipe can’t feed both enterprise hunters and SMB volume‑chasers. Each motion demands different activities, timelines, and success signals. Calibrating KPIs to match deal size speeds coaching and prevents premature pressure.
1. Enterprise: Depth Over Speed
- Milestones: first qualified opportunity by day 60; initial closed‑won by month 6.
- Activity KPIs: 15 discovery calls/month, 5‑8 multi‑stakeholder demos.
- Leading Indicator: stakeholder map completeness—vital predictor of eventual ACV.
2. SMB: Velocity Rules
- Milestones: 50 % quota by week 4; full quota by week 12.
- Activity KPIs: 40 calls/day, 8 demos/week, proposal turnaround < 24 hrs.
- Leading Indicator: demo‑to‑close ratio—tighten this and revenue follows.
3. Coaching Implications
Enterprise managers prioritise strategic account planning sessions; SMB leaders obsess over call‑to‑demo conversion scripts. Misaligned focus wastes everyone’s time.
4. When Models Converge
Mid‑market reps often straddle both worlds. Blend KPIs: volume metrics to fill top‑funnel plus multi‑persona engagement scorecards for larger deals.
Conclusion
Match your metrics to the motion and ramp‑up becomes a targeted sprint, not a blind race. The result: faster ROI and happier reps who know exactly which scoreboard matters.
