Most leaders obsess over recruiting… but overlook onboarding — and that’s where money quietly burns. If you don’t have a clear, repeatable onboarding system, your new reps churn, leaders get drained, and all that recruiting effort is wasted. Onboarding is where commission-based reps decide: *“This is where I win”* or *“I’m out.”* Build it like an engine: a simple “sales university” for core training, automated role plays, structured coaching, and a defined ramp plan. Done right, you can cut leadership workload by up to 80% and increase retention 2–5x — while getting reps into production faster. Onboarding is Phase 4 of the S20 Sales Team Operating System, alongside foundations, systems, recruiting, and management — 5 phases designed to help you scale and retain a high-performing team. We’re going deep on all 5 phases in a free live training this November. Want the invite when we drop the date? Comment **“S20”** and tell me how long it *currently* takes a new rep to ramp on your t...