BDR
BDR Onboarding Plan
Business Development Representative — Outbound prospecting, qualification, and lead management specialists who build pipeline through multi-channel outreach.
Industry-leading 12-week ramp program. 92 structured activities from Day 1 through full autonomy. Includes live training, role plays, fieldwork, coaching sessions, certifications, and weekly reviews.
Based on Pointer Strategy's SDR Onboarding & Ramp Plan — proven across 60+ SaaS companies. Exclude tasks or add notes to customise, then share with your team.
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Showing 92 of 92 activities
Week 1
24 activitiesConfirm laptop, headset, access to email/calendar, CRM, sales engagement, dialer, call recording, knowledge base.
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Meet immediate team and key cross-functional partners (Marketing, RevOps, Product, CS).
Define what “good” looks like: activity, quality conversations (QC), meeting quality, handoff standards, weekly coaching cadence.
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Context on why the company wins, strategic bets, and how SDR work supports revenue outcomes.
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Tooling overview: where you'll work, general expectations, make sure systems are setup for onboarding activities
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Target segments, firmographics/technographics, triggers, disqualifiers, key personas, and common objections.
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Who prospects compare you to (including ‘do nothing’), typical evaluation criteria, and landmines.
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High-level workflows and the ‘why change/why now’ story; avoid feature overload.
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Listen to 2–3 top-performing outbound calls; capture structure, opener, and meeting close.
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Core problem framing, outcomes, proof points, and simple call/email structure.
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How to find triggers, pull key context, and form a 1–2 sentence outreach hypothesis.
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Observe list management, cadence execution, and how QCs are captured.
Create an initial list of 25 accounts + 50 leads using ICP filters; tag/categorize by segment.
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Listen to 2–3 top-performing outbound calls; capture structure, opener, and meeting close.
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Dial workflow, opener patterns, voicemail basics, compliance, and how to aim for QCs (not just dials).
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Write 2 email variants + 2 LinkedIn touches (per persona); focus on clarity and specificity.
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3 rounds of role play; score on clarity, relevance, and next-step ask.
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Join 1 discovery call to understand what ‘good’ handoff context looks like.
Short quiz to reinforce learning
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Send 10 emails + 10 LinkedIn touches to low-risk segment list; manager reviews before send.
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30–45 minutes dialing with manager/buddy listening; focus on capturing QCs in CRM.
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Review: access, ICP grasp, basic talk track; agree week 2 focus areas.
Short test + 5-minute teach-back: explain ICP, disqualifiers, and QC logging.
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Capture learnings, questions, and ‘what I’d change in the playbook’.
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Week 2
21 activitiesSet week targets for activity and QCs; confirm daily schedule blocks (prospecting, calling, admin).
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Map use cases to personas: pains, triggers, desired outcomes, proof points, and disqualifiers.
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For 2 segments x 2 personas, draft: trigger → problem → outcome → proof → CTA.
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Listen to 5-10 calls that didn’t convert; identify what to do differently.
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How to qualify/disqualify quickly and earn a meeting
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3 rounds: opener → 3 questions → handle 1 objection → close for meeting.
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Dial 45–60 mins; objective = QCs captured with at least 1 qualifying/disqualifying detail.
Review 2 recorded calls; identify 1 skill to improve in next call block.
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Quiz: 5 disqualifiers + 5 qualifying questions (written).
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10 features workflows to be found and tested in the product(s)
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Top objections: ‘not a priority’, ‘already using X’, ‘send info’, ‘no time’. Build response ladders.
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Create 2 short sequences (5–7 touches) with phone/email/LinkedIn mix; get manager approval.
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Enroll [25] leads; monitor bounce/opens/replies; capture learnings.
How to book meetings, send invites, confirm, and reduce no-shows.
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Required fields, narrative summary, stakeholder/pain/trigger, and agreed next steps.
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Observe how AEs evaluate meetings and what they wish they had known earlier.
Dial + follow up replies; objective = improve QC rate and meeting closes.
Teach-back: ‘What makes a good meeting here?’ (5 bullets).
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Review activity/QCs/meetings created; diagnose bottlenecks; set week 3 targets.
Scenario-based role play + written quiz; must demonstrate opener, 3 questions, and close.
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Capture what improved, what’s unclear, and changes to sequences/talk track.
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Week 3
20 activitiesConfirm ramp targets; identify 1 skill focus (e.g., opener clarity, objection navigation).
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Lock calendar blocks: prospecting, call blocks, follow-ups, admin, learning, coaching.
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Execute multi-channel touches; maintain CRM hygiene; capture QCs consistently.
Review 3 calls; pick 1 change to apply tomorrow; repeat.
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Quiz: pick 3 triggers and draft 3 outreach hypotheses.
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How to spot relevant triggers and tailor messaging without over-researching.
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Create and send 10 highly personalized touches (mixed channels) using trigger hypotheses.
60 minutes calling with live feedback; focus on QC creation and meeting closes.
Teach-back: explain 1 trigger story and why it matters (recorded).
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Run 5 objection drills; iterate responses; practice ‘send info’ and ‘call me back’.
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Run sequences; respond to replies within SLA; attempt to move QCs to meetings.
Swap 3 messages with another SDR for critique; revise based on feedback.
Quiz: write 3 follow-ups to ‘not now’ (different angles).
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Review 3 recent meetings (good/bad); align on acceptance criteria + handoff expectations.
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Write 3 handoff notes from call snippets; get AE feedback; revise template if needed.
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Join 1 live handoff / internal AE prep; note what questions AEs ask.
Quiz: what are 5 required items in a handoff?
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Review: activity mix, QC rate, meetings set/held, rejection reasons; set weeks 4–8 plan.
Scenario role play + written handoff; must meet rubric to ‘go live’ in weeks 4–8.
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Capture learnings, recurring objections, and updates to message matrix/sequence.
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Weeks 4–8
15 activitiesConfirm targets for activity/QC/meetings and the specific segment(s) to focus on this month.
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Daily prospecting + call blocks; keep reply SLA; maintain CRM hygiene.
2 structured call reviews this week; track 1 skill KPI (e.g., meeting close rate).
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Run one A/B test on email opener or CTA; document results.
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Focus week: objection patterns; practice ‘push/pull’ and confident meeting closes.
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QA 5 handoffs with AE feedback; tighten notes and qualification consistency.
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Review leading indicators: activity mix, QC/day, meeting set/held, acceptance rate.
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Increase toward team norms; verify quality gate (QC) stays stable as volume rises.
Note: benchmark references belong in your internal scorecard; link:
Formal gap review: skill, targeting, systems; adjust plan for weeks 7–12.
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Audit CRM fields, sequencing discipline, and routing/tagging correctness.
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Focus week: confirmations, agenda setting, and better qualification to reduce rejects/no-shows.
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Add 1 new play (event/webinar follow-up, competitor displacement, trigger-based) and test.
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Analyze where QCs stall; refine next-step asks and follow-up sequencing.
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Submit 2 annotated call clips (1 good, 1 learnings) with notes on what worked.
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Review weeks 4–8 outputs; confirm readiness plan for weeks 9–12.
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Weeks 9–12
12 activitiesSelect a focus area (vertical, segment, inbound/allbound, or ABM-lite) and define metrics.
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Run full cadence with minimal intervention; maintain hygiene and reply SLAs.
Practice deeper qualification for meeting quality (stakeholders, urgency, impact).
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Map 10 priority accounts: roles, hypotheses, multi-thread plan; coordinate with AE.
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Update top 3 subject lines/openers based on reply/QC conversion data.
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Review themes across calls: where meetings are won/lost; adjust plays accordingly.
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Evaluate progress toward ‘full productivity’; lock the plan for the next 30 days.
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Partner with AE to review 5 recent opportunities; identify upstream qualification tweaks.
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Draft, run, and document a new outreach play; include ICP, triggers, steps, and examples.
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Demonstrate: ICP discrimination, QC creation, meeting close, and handoff quality in live or recorded scenarios.
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Submit improvements: sequences, objections, persona notes, and tooling tips; review with manager.
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Agree goals for skill growth and performance; outline coaching cadence and career path milestones.
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