"How long does it take a new SDR to ramp?" usually gets one number: about three months, the median in Bridge Group's 2025 study of 351 B2B companies. That is a useful benchmark. It says nothing about your team, or which part of ramp is slow.

Ramp is not one number. It is a series of firsts: the first reply from someone who owns the problem, the first meeting held with someone who decides, the first month at target. If you log activities in a CRM, you can measure each of those per rep with a few queries.

The tables

Most CRMs export something close to this:

create table rep ( rep_id int primary key , name text , start_date date not null );

create table activity ( activity_id bigint primary key , rep_id int references rep , account_id int , kind text , -- 'email_sent', 'reply', 'meeting_held' is_decider boolean , -- contact is a decision maker on this account happened_at timestamptz );

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Days to each first

select r . name , r . start_date , min ( a .…