One rep I hired was closing by month two, and the next one is still fumbling the pitch at month four. I do roughly the same things with each of them, or I think I do. But some catch fire and some just drift, and I can't tell what makes the difference. Every new hire feels like a coin flip on how fast they'll get going.
More people experience this than they realize.
Some of your new reps get up to speed fast and some drift, and you can't tell why.
If this sounds familiar, the Library can help you find the bigger picture.