Most sales reps don't need more information. They need more practice. A lot of companies spend hours teaching product knowledge, then send new reps into the field hoping they'll figure out the actual conversations on their own. That's where onboarding breaks down. The fastest-ramping sales teams use three layers of development. First, reps learn the information multiple times. Second, they role-play each stage of the sales process over and over until it becomes second nature. Third, they receive coaching on real conversations they're having with prospects. We've found that a strong framework is simple: expose reps to the information several times, have them practice every stage roughly 50 times, then coach them around 10 times per stage using real calls or real field interactions. That's how you close learning gaps before they become bad habits. Here's something you can do today: identify the stage where new reps struggle most, then schedule five focused role-play sessions follow...