You shouldn't be the one teaching every new rep the basics. Most organizations spend at least 5 hours with each new rep or onboarding class. More often it's 10, 20, or 30+ hours, repeating the same information: the company, the industry, the sales process, the products and services, the sales tech. Then the next class starts, and you do it all again. Onboarding should take time. The problem is that leadership is personally delivering information that never changes. The math gets worse from there. If you need to recruit four reps to get one to stick, three of them walked away with hours of your time. The informational side of onboarding should be built once and automated. When we build a custom new hire training university with clients, it typically saves leadership 10–20+ hours per onboarding class. Technical sales models can save more. This week, list every topic you explained to your last new rep. Anything that doesn't change from rep to rep should be a recorded module, not a m...