What is the discussion on tenure of sales rep ?

Based on the earnings call transcripts, the discussion around the tenure of Gartner's sales representatives centers on how tenure impacts sales productivity, the recent shifts in their tenure mix, and the time it takes for reps to ramp up:

• Rising Average Tenure Due to Low Turnover: Management highlighted that their sales force turnover is currently at near-record lows. This strong retention, coupled with their ability to attract top talent (receiving around 200 applicants per job), has allowed the overall average tenure of the sales force to steadily rise over time.
• Recovery from a "Newish" Sales Force: Historically, during "normal" times, about 35% to 40% of Gartner's sales force is relatively new. However, following aggressive catch-up hiring in 2022, the proportion of brand-new salespeople spiked to over 50%, leaving them with a highly inexperienced sales force. As those recent hires have matured and gained experience over the past year, the tenure mix is normalizing.
• The Three-Year Productivity Ramp: Management frequently notes that it takes approximately three years for a new salesperson to reach full productivity. Because a large cohort of recent hires is now "coming up the tenure curve" and getting more "at-bats" with clients, management expects this increasing tenure to act as a significant tailwind for future sales productivity and Contract Value (CV) growth in the coming years.
• Initiatives to Accelerate the Ramp: While the standard timeline to full productivity is three years, Gartner is actively trying to shorten this curve. They are investing in apprentice-type programs, continuous training, and new AI-based tools to help new salespeople become productive earlier in their tenure.