Your reps don’t need more channels—they need one path. You’re trying to build a well-rounded sales team. But early on, that usually backfires. When new reps are told to prospect everywhere—events, referrals, outbound, inbound—they don’t become versatile. They become inconsistent. I worked with a team that expected reps to juggle three lead sources from day one. Pipeline was unpredictable, and ramp time dragged. We stripped it down to one primary channel: outbound. Same team—just focused. Within a month, activity stabilized and confidence went up. Because they knew exactly what “winning” looked like each day. Additional channels still mattered. They just came later—after the fundamentals were locked in. Do this today: Define your single, most predictable path to revenue. Train every new rep on that—and nothing else—until they’re consistently hitting targets. Clarity early creates momentum later. If you want to see how to structure this, we walk through it live each week. Thursd...