Every leader I know has an onboarding doc that took a month to build and stopped being true about six weeks later. Nobody has time to rewrite it, so new hires learn the job by asking whoever sits closest.

Cory Bray has written eight books on B2B sales and spent eight years running ClozeLoop as a sales training and consulting business before pivoting hard into software with CoachCRM.

The part that stuck with me is what he says is left once the building gets cheap. It is not what most people are staffing for.

Any onboarding program holds two kinds of knowledge. There is the industry and market context that exists outside your company walls, and there are the specifics that only live inside them. Cory's argument is that the first half stopped being work.

"That outside the wall stuff is a complete commodity right now. You can whip up a new hire training program in an hour and it's not that hard."

The internal half turned out to be mostly retrieval rather than authoring. Docs, decks, recorded stakeholder interviews, and call transcripts already contain what a new person needs to know. The job is pulling and assembling, not writing from nothing.

Quiz questions and certifications came along with it. A thing that reliably consumed weeks now consumes an afternoon.

Ask why the old version took a quarter and the answer is rarely the typing. Cory puts it on the starting condition.

"The biggest enemy is the blank piece of paper. What AI has given us is the ability to move past that blank piece of paper that you can't iterate on."

An executive who cannot produce a playbook from scratch in a week can mark up a draft in twenty minutes. Right, wrong, wrong, right, wrong. Reaction is a fundamentally cheaper cognitive act than creation, and the entire speed gain sits in that swap.

His team seeds those drafts from the company's own domain: what market they compete in, which personas they sell to, the customer stories already published on their site and on third party sites. Then call recordings get layered on top, because what a website claims and what reps say on live calls are frequently different documents.

The compression shows up in ramp. Cory puts old BDR ramp at roughly 60 days and says a motivated new hire can now be productive in about two weeks, because the learning is available on demand and the practice is asynchronous. Nobody waits for a conference room to free up.

On the AE side he has clients running new hires into real discovery meetings during week two. His framing is that AE ramp now looks more like BDR ramp used to, which is a bigger shift than it sounds, given how much more there is to know on the AE side.

Worth holding these as his numbers from his client work rather than as an industry benchmark. The direction is the durable part.

Certification used to mean one role play with a manager, once. Cory's objection is that a single pass tells you almost nothing, because doing a thing, doing it well, and doing it well under pressure are three different capabilities, and only the last one appears on a live call with a real prospect.

So inspection moves onto recorded calls, and the rubric gets built for the individual rather than the team. He has opinions about the scale.

"It's not one of these silly one out of five rubrics. It's zero, one, two. Didn't do it, did it, did it well. Because if you can tell me the difference between a three and a four on a call recording scorecard, boy, I've got some oceanfront property to sell you in Arizona."

One prompt in his call review pulls 110 data points. The ones carrying weight are the basics: did the rep set an agenda, get permission to ask questions, preview next steps, test whether the stated pain was pain or just a cost complaint.

Once the production work is cheap, the value sits in diagnosis and follow-through, and those were never the hiring criteria for this work.

"The constraint post-AI is around a couple of things that aren't traditionally the focus of the role, which are analytical skills and project management."

I asked Cory whether Perplexity, which reached nine figures of revenue with five people in go-to-market, had a dedicated enablement person among them. He did not hesitate. No, because they have a good product, and the best enablement is a good product.

The building got cheap fast. What decides these roles now is whether somebody can name the right problem and stay on it long enough to move the number.

Cory Bray is co-founder of ClozeLoop and CoachCRM, and the author of eight books on B2B sales.

Arguments like this one, about which parts of go-to-market survive the next two years, run in the RevGenius Slack every day. If you want to be in them, that's where to start. Join the RevGenius community.

And if you want to hear these conversations play out live, that's Coffee Talks.

Bring something you're building, something that's stuck, or just bring questions. The point is to show up.

Bridging the Go-to-Market Gap:
Why $3M-$100M Companies Stall and How to Fix It
(Thursday, 13th August | 12 PM EST | 9 AM PT)

Your revenue problem probably isn't a sales problem. Somewhere between founder-led selling and a repeatable revenue engine, growth stalls, forecasts slip, and nobody can pinpoint why. Adam Jay and Dale Zwizinski of Revenue Reimagined break down the four phases every scaling company moves through, the gaps that quietly kill growth in each one, and the operator moves that close them.

Build AI GTM You Can Trust
(Wednesday, 12th August | 12 PM EST | 9 AM PT)

AI agents are only as good as the data feeding them. Most GTM teams are scaling AI on top of fragmented, ungoverned data, and every layer of automation just gets you to the wrong answer faster. ZoomInfo's GTM Operations leaders on building the foundation that makes AI at enterprise scale possible.

From Workflow Chaos to Operational AI : Real RevOps Use Cases
(Thursday, 22nd September | 1 PM EST | 10 AM PT)

In this session, we're showcasing AI agents built specifically for the event, deployed against real broken RevOps workflows: lead routing, onboarding, forecasting, handoffs, and resurfacing opportunities before they slip. Live builds grounded in real challenges, not generic hype.

Revolt! 2026
(October 14th - 15th | 11 am ET to 5 pm ET | Virtual)

Revolt! is the GTM event the industry plans its year around. When 9,000+ leaders gather to rewrite the playbook, the whole industry hears the roar. Two days, dozens of sessions, and the boldest founders, operators, and revenue minds in the game, live and unfiltered, trading the plays behind their best quarters. Last year drew 9k+ registrants from 3,400+ companies across 40+ countries. Registration is open now.

Our perks page keeps growing. It's where we collect member-only deals on tools we've hosted, demoed, or run ourselves, each one vetted before it goes up. Five new names just joined, so here's your first look.

Explorium
A B2B data platform that surfaces the right accounts and enriches your pipeline with signals that matter.
Your perk: 20% off the Growth Plan

Airspeed
The commercial brain for revenue teams, deploying AI agents that turn calls, emails, and tickets into action across your CRM.
Your perk: 2-month free trial

Vibe Prospecting
AI-powered prospecting that helps you find and reach the right buyers faster.
Your perk: 20% off the Ultra Plan

FirstTouch
Sales tooling built to help reps start better conversations and move deals forward.
Your perk: 10% off for the first 12 months

We're adding new perks every month, so there's always something new worth claiming. Have a look at the full lineup whenever you're planning your next tool decision.
Check them all out →

If you run a company our community would benefit from, this is a chance to get in front of 65,000 revenue creators who are already here looking for their next tool.

Add a member perk and you land in front of buyers at the exact moment they're deciding what to try next.

Are you hiring and want your job featured? Submit a role here.

Want to get your brand in front of 60,000+ revenue leaders?

Partner with us and put your name at the center of the conversation.