Getting people productive faster than they would get there alone. Everything else this function does is downstream of that.
Charter, what actually predicts success in this industry, sourcing and the interview, the first ninety days, the training system, manager development, and retention by tenure band.
A hire who will not make it costs the same whether you find out at month three or month nine. The difference is six months of seat cost and a hiring slot you could have used.
A rep at 60% of ramp in month three is a coaching problem you can still fix. The same rep discovered in month nine is a termination and a lost year.
No industry benchmarks. Where a figure appears it is either sourced to a public filing and cited, or labelled as the author’s own judgment. Written by an operator with fifteen years building and scaling freight brokerages.