I've trained over 500 sales reps in the last 20 years. The ones who wash out quit somewhere in Phase 2 or 3. The ones who become Champions make it through all five. Here's what that actually looks like in the field: Phase 1 takes about 60 days. New rep learns what the product does. Features. Benefits. Install process. Warranty details. Most reps handle this fine. They can recite the specs by week six. Phase 2 is where half of them quit. Around month four they hit their first rough patch. Three l