How to Train New Sdrs

30/60/90 Day Plan for a New Sales Development Representative (SDR) First 30 Days Orientation & Foundation Goals: • Understand the company, product, market, and sales process • Begin light outreach with coaching Key Activities: • Complete onboarding: systems, CRM (e.g., Salesforce), tools (e.g., Outreach, LinkedIn Sales Navigator) • Deep product training: features, value props, key differentiators • Study ideal customer profile (ICP) and buyer personas • Shadow AE/SDR calls and demos • Review call scripts and email templates • Practice cold calls and objection handling in mock sessions • Begin light prospecting with daily feedback loops KPIs: • Complete all training modules • Make 10–20 dials/day by end of the month • Book 2–4 qualified meetings • Log activity accurately in CRM Day 31–60 Execution & Confidence Building Goals: • Begin full outreach cadence • Improve messaging and conversion rates • Develop time management and pipeline hygiene habits Key Activities: • Own a segment or territory • Run full outreach cadences across phone, email, LinkedIn • A/B test messaging and document what resonates • Join weekly pipeline reviews • Identify patterns in objections and success stories • Collaborate with AEs on hand-off process • Continue skill refinement (list building, personalization, talk tracks) KPIs: • 40–50 dials/day • Book 6–8 qualified meetings • 80%+ CRM hygiene and logging compliance • Achieve baseline conversion rates (e.g., 8–10% meeting-to-opportunity) Day 61–90 Mastery & Impact Goals: • Operate independently with consistent results • Start contributing feedback to improve SDR playbook • Prepare for potential advancement (closing role, SDR leadership) Key Activities: • Own weekly and monthly quota • Share learnings and tips with peers • Begin mentoring newer SDRs (if applicable) • Propose process improvements (email sequences, lead scoring, etc.) • Meet with manager for performance review and growth planning KPIs: • Hit or exceed meeting quota (e.g., 10+ per month) • Consistently convert meetings to opportunities • Maintain or improve lead response times • Be recognized as a reliable contributor in team meetings #sdr #salesdevelopment #saas #coldcalling

Most teams think their SDRs are struggling because they’re not trying hard enough Nah. Its not effort its execution I worked with an SDR team stuck at 50% of quota. Good reps, good product, plenty of leads but pipeline was flat Heres what actually moved the needle 👇 1️⃣ Talk to the right people. Say the right thing These reps weren’t lazy. They were pitching the wrong people with the wrong message. We tightened up their target list and made sure their outreach actually spoke to what prospects care about More quality convos = more booked meetings 2️⃣ Train like you mean it Most teams train SDRs once and expect them to figure it out (spoiler: they don’t). We ran weekly live call reviews and real time coaching so reps could tweak, test and improve fast. Reps got better every single week 3️⃣ Fix the SDR to AE handoff Bad handoffs = wasted pipeline. SDRs booked meetings but AEs weren’t converting them. We got super clear on what a qualified meeting actually looked like. SDRs set better meetings. AEs closed more deals Better meetings = more revenue The result? ✅ 20-30% more meetings per SDR ✅ Quota jumped from 50% → 81% → 100% quarter over quarter ✅ Big pipeline boost without hiring a single new rep If your SDR team ain’t booking enough meetings hiring more reps won’t fix it Fix the process and the results take care of themselves Are you doing these three things?

I almost fired our best SDR last year. It wasn’t personal. He was a good guy, worked hard, and always showed up on time. But month after month, his numbers weren’t improving. Emails went unanswered. Calls never connected. Demos? Non-existent. We were both frustrated. I started to wonder if he was the problem. Maybe sales wasn’t his thing? Then one afternoon, we grabbed coffee. Instead of talking numbers, we talked openly. I asked him straight-up: “Why isn’t it working?” He took a deep breath and replied: “I’m following our playbook. I send hundreds of emails, but honestly, I’m just guessing. I don’t really know who’s ready to talk, so I try everyone.” It hit me like a ton of bricks. We’d built a system based on volume and hope, not precision. It wasn’t him. it was us. We’d given him the wrong tools, the wrong strategy. So instead of letting him go, we completely changed how we did outbound. We stopped guessing. We started paying attention to signals: Who’s visiting our LinkedIn profiles? (Tracked via Teamfluence™) Who’s engaging silently with our posts? (Tracked via Clay) Who’s spending serious time on our website? (Tracked via RB2B) Suddenly, our SDR wasn’t sending cold messages. He was following signals that said, “Hey, I’m interested. Talk to me.” Within a month, his reply rate doubled. In two months, he became our top performer. Today, he leads our outbound team. It wasn’t about effort. It was about timing and having a system that showed him exactly when to reach out and who to reach out to. Outbound isn’t about sending more messages. It’s about knowing exactly when and how to engage. If your SDRs are struggling, ask yourself: Are they failing you or are you failing them? It might change your perspective. It certainly changed ours. #Outbound #SalesLeadership #SDRlife #RevOps #LinkedInSales #SalesLessons #GTMStrategy #B2BSaaS #SmartSelling #GTMEngineering #AIOutbound #Teamfluence #Clay

20 SDR leaders of 500 employee companies told me they have changed their training program to create the “Modern day SDR”. Here’s how they are training them: → Focus on content generation, Adam Robinson talks a lot about this. Imagine a team of 10 SDRs generating the content he or perhaps Michel Lieben 🧠 does. → AI prompt training to help with their day-to-day. → Basic understanding of low code tools to automate tasks they wish to. Gone are the days of having RevOps or Marketing do this for you. → Understanding how to leverage and score accounts through Signals (focusing on the pain created) & what type of research to conduct as a result → Automating research for personalisation with minimal effort → Creation of campaigns → Knowledge on antii spam email content and some even said email infrastructure One thing id add to this list, is teaching the new team why data validation & qualification is imporant. Might seem odd but those that have this knowledge along with the rest will command a better career. Look at what Jesse Ouellette has done. It got me thinking about how different Business Development is in 2024. The art of Lead Generation, has changed more this year than it did in the past 2 years. If I was scaling a sales team in 2024, the first thing I'd do is revisit the onboarding process and rip it apart, I’d double down on creating the modern day SDR that can do the above. If your SDRs are still using a Chrome extension with ZoomInfo or Cognism on LinkedIn pulling mindless lists just to email and end up in spam or to be told no interest on calls you will fail. Scaling teams and not teaching your team everything I've outlined below will result in poor quota attainment. With cold calls getting harder, emails getting blocked via Outlook and more to come. There is no one solution to fix it all. Here's what the 'modern' day seller must be proficient in 👇