Rehearse the actual call, not a generic one. Their reps don't practice selling in the abstract. They pull up a real deal and run the specific next conversation: the security review, the reference call, the pricing pushback. Someone plays a buyer who asks for case studies and data and won't let it slide. Grab a teammate and run ten minutes before you get into your next important sales convo.

Score it, then hand over one thing. After the roleplay, rate it 1-5 and give a single note of feedback. "Great job" teaches nothing. "You talked past the pricing objection, slow down and ask a question there" gives the rep something to fix on the next call. Just one thing. Every rep. Every time. It adds up.

Run pipeline off one screen everyone can see. Letter AI reviews every open deal, every week, in one shared hub. The tool doesn't matter much here. A spreadsheet works. The rule is what matters most: every deal, every week, out loud, with a named next step. Deals slip when nobody has public accountability.

Make the tryout the actual job. Ben got hired by sending a cold LinkedIn video with a personal hook. That's the job, so that was the test. If the role is outreach, make the interview outreach. You learn in one task whether someone can do the thing, and you stop getting fooled by people who interview well and sell not-so-well.

Call the customers you already have. Their real engine is expansion revenue. Existing customers spending more year over year. Book a 30-minute check-in with your top accounts and ask for the good, the bad, and the ugly. Expansion is cheaper than net-new, and it's the call almost nobody makes. The easiest person to sell to is someone who’s already bought, don’t you remember?