You may need to hire five reps to find one who sticks. That's the reality of building a commission-based sales team. Attrition is part of the math. So the real question isn't whether some reps will wash out. It's whether your onboarding can handle the volume it takes to find the winner. Most founders' onboarding can't. They re-explain the company, the industry, the sales process, and the offer every time someone new starts. That can take 10 to 20 hours per hire. Repeat it across three, four, or five reps and you're out of time before the training that matters even begins. That training is role-playing the pitch and coaching how reps deliver it. When it gets squeezed out, retention suffers. Separate information from coaching. When we help recruiting clients build a new hire training university, a roughly 15-hour info session becomes a standing Monday orientation that takes 2 or 3 hours. This week, list everything you explain to every new rep. If it's the same every time, it shoul...