Eubrics reviewed 2026 sales ramp benchmarks: the Bridge Group reports 6.2 months for B2B account executives. Sales ramp-up time for B2B account executives (AEs) averages 6.2 months, according to the Bridge Group's 2026 study of 158 companies, collected in Q1 and Q2 2026. That is the highest in the study's history. Only 48% of reps hit quota, down from 51% in 2024. The figure covers AEs only.

By Maxim Dsouza,

The Bridge Group's 2026 AE report (158 B2B companies, published June 22, 2026) puts average ramp time to full productivity at 6.2 months, the highest in its history.

In the same report, 48% of reps hit quota, down from 51% in 2024.

The 5.7 month figure some pages still use is a 2024 number. We could not confirm it on the Bridge Group's own pages, so it is second-hand.

A separate Bridge Group SDR report (351 companies, February 2025) shows 3.0 months. We found no sourced benchmark for insurance producers or contact-center agents.

Eubrics' own case study reports a ramp falling from 90 days to 15 at one insurance company. It is a different role and measure, so do not compare it with 6.2 months.

Average sales ramp up time in 2026

Ramp time by role

Sites still citing 2024 data

What makes ramp time longer

A counterexample from Eubrics' own data

The figures at a glance

Frequently asked questions

Conclusion

The average sales ramp up time for a B2B account executive is 6.2 months. That comes from The Bridge Group's AE Models, Motions & Metrics 2026 report, its 10th edition, published June 22, 2026. It surveyed sales and revenue leaders at 158 B2B companies in Q1 and Q2 2026. The Bridge Group labels 6.2 months the highest in the study's history.

Sales ramp time is rising for AEs, while fewer reps make their number. The same report says 48% of reps hit quota, down from 51% in 2024. The public page does not define ramp or quota attainment in detail, so we use the Bridge Group's own terms.

The 6.2 months covers B2B AEs only. Other roles need their own source.

SDRs

The Bridge Group runs a separate SDR study. Its 2025 edition (351 B2B companies, published February 6, 2025) reports an average SDR ramp time of 3.0 months. It is the lowest since 2010, down from a 3.8 month peak in 2014. It says the drop may reflect AI-powered onboarding or tighter manager expectations. That is a possible reason, not proof. The two studies use different samples and years, so do not mix their numbers.

Insurance producers

We found no published ramp benchmark for insurance producers with a named source, a date and a sample size. On October 5, 2026 we searched LIMRA's public benchmark listings, insurance trade sites and vendor blogs. The vendor posts we saw gave ranges with no sample size or method, so we left them out.

Contact-center agents

Same result. The guides we found give ranges, but none shows a source, a date and a sample size. That gap is the finding. If a page gives you one number for these roles, ask where it came from.

We opened three pages on October 5, 2026.

Chambr's benchmark page, marked updated September 28, 2026, says AE ramp reached 5.7 months by 2024. It calls the 2024 data "the most recent comprehensive research available."

Careertrainer.ai's ramp report, updated September 18, 2026, lists 5.7 months as a median. Its Bridge Group source link now opens the 2026 report page.

Gangly's guide, dated May 22, 2026, credits "Bridge Group, 2026" with a 3.2 month SDR average. The Bridge Group's SDR page shows 3.0 months and a 2025 date.

Here is the stale-versus-current comparison. The 2024 figure of 5.7 months is second-hand. Charlie Cowan's March 2024 write-up of that report gives 5.7 for 2024, 5.3 for 2022 and 4.3 for 2020. The Bridge Group's own 2024 page covers quotas and pay and prints no ramp figure. The full report is gated, so we could not check it. The 2026 figure of 6.2 months is first-hand. It is printed on the Bridge Group's 2026 page with its sample size and dates.

The Bridge Group says the 6.2 months reflects growing deal complexity and larger buying committees, mostly at higher average selling prices (ASP). It also reports that companies now ask for 3.7 years of experience at hire, up from 2.7 years in 2022. In its words, "At higher ASPs, the era of the junior AE appears largely over." The page shows no data on which factor matters most. Other pages name more causes, but we found no study behind them, so we left them out.

Eubrics makes AI roleplay bots that act as real customers, so reps can practice before live calls. Our published case study covers India's largest online insurance aggregator, with a company size of 10,000+. It reports ramp falling from 90 days to 15. The page describes this as time to first closure, one sixth of the earlier onboarding cycle, and credits the company's use of Eubrics. Agents did 15 to 20 AI-led roleplays, with 5+ hours of practice, before their first live customer conversation.

This is Eubrics' own data. It covers insurance inside sales agents at one company, not B2B AEs. The measure is time to first closure, not ramp to full productivity. The page gives no number of agents and no time period. So do not compare it with 6.2 months. Read it as one example that a long ramp is not fixed.

What the data does not show:

These are survey answers from sales and revenue leaders, not measured records. The Bridge Group calls its data observational and says its sample leans toward companies with engaged revenue leaders.

6.2 months is one average. The public page shows no range and no split by deal size, and we did not use the gated report.

The 2024 survey covered B2B SaaS companies. The 2026 survey also includes AI-native, services and physical-goods companies. Part of the change between years may reflect who answered. That is our reading, not the Bridge Group's claim.

What is the average sales rep ramp time in 2026?

For B2B account executives, it is 6.2 months, from the Bridge Group's 2026 report (158 companies, published June 22, 2026). For SDRs, a separate 2025 Bridge Group report shows 3.0 months. We found no sourced figure for other roles.

How long should it take a new AE to hit quota?

The ramp figure and time to hit quota are different measures. The Bridge Group reports ramp to full productivity (6.2 months) and, separately, the share of reps at quota (48%). Its public page gives no time to a first quota hit, so we will not guess one.

What is a normal ramp period by role?

AEs: 6.2 months (Bridge Group, 2026). SDRs: 3.0 months (Bridge Group, 2025). Insurance producers and contact-center agents: no published benchmark found. The two studies use different samples and years, so compare each role only with its own number.

Is the sales rep ramp time getting longer?

It depends on the role. The Bridge Group calls 6.2 months for AEs the highest in its history. For SDRs, it calls 3.0 months the lowest since 2010. One headline about ramp time can hide opposite trends.

Why do some pages still say 5.7 months?

5.7 months was reported for 2024, and the 2026 report came out on June 22, 2026. Pages we opened that still use 5.7 include two marked updated in September 2026. Our guess is that older pages were not refreshed. Check the date and the source before you use any number.

What is the difference between ramp time and time to productivity?

Pages use these terms for different things. The Bridge Group's table says ramp time to full productivity. Gangly's guide defines ramp as days to a rep's first month at 100% of quota. Eubrics' case study measures time to first closure. Always check the definition before you compare.

Does AI sales roleplay shorten ramp up time?

We found no published study that links AI roleplay to ramp up time across companies. Eubrics reports one case, described above. The Bridge Group's page shows 57% of reps at quota in high AI engagement teams and 39% in low ones. It calls this observational, not proof of cause. AI engagement there covers many AI uses, not roleplay alone.

What should I compare my own team's ramp time against?

Compare like with like: same role, same definition. For B2B AEs, with ramp defined as time to full productivity, the Bridge Group's 6.2 months is the current published average. For other roles, start with your own past hires. This is our advice, not a benchmark.

The current verified benchmark for sales ramp time is 6.2 months for B2B account executives (Bridge Group, 2026, 158 companies). For AEs the trend runs the wrong way: ramp is longer, and 48% of reps hit quota, down from 51%. For SDRs, a separate 2025 report shows 3.0 months. For insurance producers and contact-center agents, we found no published benchmark. Compare your team only with the same role and the same definition.

If you want to see what practice before live calls looks like, see what AI sales roleplay involves.