Your onboarding process is costing you more than you think. Most business owners believe onboarding is about getting new hires up to speed. It isn't. It's about creating clarity fast enough that both the company and the new hire know whether there's a real fit. When someone joins your team, they've already been recruited, interviewed, asked their questions, and signed the agreement. At that point, they shouldn't spend their first weeks wondering what success looks like. The strongest sales organizations give every new rep two levels of clarity: the big-picture roadmap and a detailed plan for the first two weeks. That structure reduces unnecessary questions, protects leadership's time, and helps identify who is committed and who isn't before months of salary, coaching, and management time are invested. Here's something you can do today: review your first two weeks of onboarding. If a new hire needs to interrupt a leader multiple times to figure out what to do next, your process—not ...