Four First-Time Reps, 300% of Goal, No Marketing: How Edge Solutions Did It

A company that won in B2C stood up its first B2B division with four first-time hunters. Here is how Dave Jones ramped the team fast and kept them.

Executive Summary: Dave Jones led a new B2B division at Edge Solutions, a company with a B2C heritage and no playbook for B2B hires. He enrolled four reps with little to no outside B2B hunting experience into structured coaching. All four closed their first deal within four days. Through eight months the team hit 300% of goal with the lowest turnover Dave had seen, and the division expanded to 20+ reps.

Results at a glance

• Four first-time B2B hunters, all closed a first deal within four days

• 300% of goal through eight months

• Lowest turnover the leader had experienced

• Held up through a market downturn

• Division now expanding to 20+ reps with new leadership roles

What did Dave Jones face standing up a B2B division from zero?

Edge Solutions had real success in B2C and had barely touched B2B. Dave Jones took on a new division built entirely around B2B, and saw the obvious risk early: there were no resources in place for new B2B sales hires. Four reps were coming in with little to zero outside hunting experience and nothing to ramp on.

What did Dave change for his first-time hunters?

Dave enrolled all four reps into structured coaching from day one, so they had clear direction, a process, and reinforcement instead of a sink-or-swim start.

How fast did the new reps start closing?

Every rep closed a first deal within four days of being hired and enrolled. Then the market got hard. Businesses were shutting down around them, and the team kept closing. Through eight months the division hit 300% of goal. Rep stress dropped, income climbed, and Dave reported the lowest turnover he had ever experienced. He is now expanding the team past 20 reps and adding leadership roles.

What should a sales leader take from this?

A strong resume does not ramp a rep. A system does. If you are standing up a new motion or onboarding hunters into unfamiliar territory, the difference between a fast first close and six months of flailing is whether they have structure to run on from week one.

Frequently Asked Questions

How do you ramp a new sales team quickly?

Hand them a documented system from day one instead of a sink-or-swim start. At Edge Solutions, four first-time B2B reps each closed a deal within four days, and the team hit 300% of goal in eight months.

How long does it take a new sales rep to ramp?

The current average is about 5.7 months, and 7 to 9 months for enterprise AEs. Edge Solutions' brand-new reps closed their first deal within four days because they ran a playbook instead of figuring it out alone.

How do you onboard new sales reps so they hit quota?

Give them a process, direction, and coaching from week one, not just a territory and a quota. Edge Solutions onboarded four first-time hunters this way and finished eight months at 300% of goal.

How do you reduce sales rep turnover?

Reps stay when they have a system they can win inside. Edge Solutions reported the lowest turnover its leader had seen, alongside the 300% result, after standing the team up on a clear playbook.

Want results like Edge Solutions', new reps that ramp fast and hit their number? Book a free Executive Snapshot below.