Research
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6 min read
What fast-ramping AEs practice in week one
We compared the first 30 days of 400 new hires. The ones who closed fastest practiced differently.
Aiko Tanaka
ML Lead
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Dryrun journal
Research
We looked at the first 30 days of 400 new AEs on Dryrun and sorted them by time to first closed deal. The fastest quarter didn’t practice more often than everyone else. They practiced differently.
Hard scenarios first
Fast rampers went straight to the scenarios with the toughest objections and ran each one several times. Slower rampers spread their practice across easy openers and rarely repeated a call.
“I wanted to lose the pricing call in here before I lost it with a customer.”
Repetition mattered more than volume. Reps who ran the same hard scenario three times improved on it far more than reps who ran three different ones.
If you’re onboarding a new hire, give them two hard scenarios for week one and ask them to beat their own score. It’s a better plan than a tour of the library.
Aiko Tanaka
Aiko leads machine learning at Dryrun and spent four years building speech models before that. She writes about what the data says about selling.
