You shouldn’t be spending 20 hours training every new rep. But that’s what happens in a lot of sales teams. A new rep starts, and a leader spends 10, 15, sometimes 20 hours walking them through the offer, the customer, and the sales process. Then the rep forgets most of it. As much as 85% of what they heard live. So you explain it again. And again. The problem isn’t the rep’s memory. It’s that your training only exists inside your head. Build it once instead. Think of it as your own company university. If you’re ABC Company, it’s ABC University. Inside it: videos, documents, and quizzes covering who you sell to, what you sell, your sales system, and what success looks like daily, weekly, and monthly. Then have every new rep go through it 2–4 times in their first 2–4 weeks. You spend less leadership time, and reps retain more because they hear it more than once. Start this week: write down the three things you’ve explained to new reps the most. Record your next explanation inste...