Stop rewarding new hires with the wrong incentives. If you want new sales reps to build the right habits, reward the behaviors that create long-term success—not just the outcomes. One of the most effective onboarding strategies I've seen is offering a first-month training bonus tied to execution. For example, a rep earns a $2,000 bonus only if they complete every onboarding task, hit their required activity benchmarks, book eight appointments in week three, and reach quota expectations in week four. The reward isn't just for selling—it's for following the proven process that gets them there. This shifts the focus from shortcuts to consistency. Instead of hoping new reps develop good habits, you give them a clear reason to execute the playbook exactly as designed. Company swag is a nice extra, but it rarely changes behavior. A meaningful, activity-based incentive does. Here's something you can do today: review your onboarding plan and ask yourself whether you're rewarding results al...