New representatives need more than a product presentation and access to a CRM. They need a clear operating path, observable standards and timely feedback while habits are still being formed.

Start by making expectations explicit: attendance and preparation, product logic, customer discovery, objection responses, accurate records, follow-up timing and escalation rules. Demonstrate the behaviors before expecting them to perform independently.

During live work, use short coaching loops. Identify one behavior, demonstrate an improved response, let the representative practice, then check whether the change appears in the next interaction. Record strengths and gaps instead of relying on vague impressions.

The final assessment should make the next step clear. A representative may be ready for independent work, need a defined extension of training, or be unsuitable for the role. A consistent evidence-based decision protects the representative, the team and the commercial operation.