Onboarding one sales rep correctly takes 20 to 40 hours. Most founders don't plan for that. They hand a new rep some recordings, a pitch doc, and a calendar of leads, then wonder why the rep doesn't last. Look at what doing it right actually requires: 10–20 hours delivering the information. Another 10–20 hours role-playing the pitch and coaching. Per rep. Now add attrition. On a commission-based team, you may need to hire 3, 4, or 5 reps to find the one who sticks. That could mean anywhere from 60 to 200 hours of onboarding to land one producer. The problem usually isn't the reps you hired. It's that proper onboarding is nearly impossible to deliver manually, especially at scale. So corners get cut, and retention pays for it. Pull up your last new hire and count the hours they actually spent in role play before their first live call. If it's under 10, start there. Hiring the right reps is only the beginning. If you need help recruiting and scaling a commission-based sales team,...