Most onboarding teaches reps what to know, not what to say. Think about it from the new hire's side. They start Monday. They don't magically show up knowing your company, your industry, your products, or your sales process. So you hand them everything: product sheets, recorded calls, process docs, pricing. Then you put them on the phones or in the field. The problem usually isn't a lack of information. Knowing your offer and communicating it in a live sales conversation are two different skills. Good onboarding does two jobs. It transfers the right information, and it gets reps to master the communication side of your sales process as fast as possible. The sooner a rep can actually run the conversation, the better their chances of success. And early success plays a big role in whether they stay. This week, write down the 3–5 conversations every rep must handle in your sales process. Have each new hire role-play every one with you before they talk to a real prospect. Need help r...