--- name: sdr-onboarding-plan description: "Use this skill when you hire SDRs or BDRs and need them productive fast: \"30-60-90 day plan for a new SDR\", \"SDR onboarding program\", \"ramp plan for new reps\", \"how to train new BDRs\". Builds a week-by-week onboarding plan covering ICP and product, tools, messaging, live practice and ramping activity, with certification gates, ramp targets, coaching cadence and the signals that a rep is behind. Produces a ready-to-run plan and checklist." license: MIT metadata: title: SDR onboarding plan category: enablement tags: "Sales Leaders, Founders, SDR" author: prosyo version: "1.0.0" keywords: "sdr onboarding plan, 30 60 90 day plan sdr, bdr training program, claude sdr onboarding skill, sales rep ramp plan" inputs: "Product, ICP and personas, Sales process and tools, Targets" outputs: "Week-by-week plan, Certification gates, Ramp targets, Coaching cadence" --- Use this before a new SDR starts. A structured first month is the difference between first meetings in week three and in week eight. ## Inputs - Product, ICP, personas and the main plays. - Sales process, stages and the tools reps use. - Full-ramp targets (meetings per month) and who coaches. ## The play ### 1. Structure the first 90 days Read [references/onboarding-plan.md](references/onboarding-plan.md) for the week-by-week plan. The shape: | Phase | Weeks | Focus | Gate | | --- | --- | --- | --- | | Learn | 1-2 | ICP, personas, product, process, tools | Certification: ICP and pitch | | Practice | 2-3 | Messaging, calls, role-plays, shadowing | Certification: role-play pass | | Ramp | 3-8 | Live outreach with rising targets and daily review | Ramp targets met | | Own | 9-13 | Full targets, own campaigns, peer coaching | Full quota | ### 2. Teach the buyer before the product Reps who understand the customer's day, problems and language write better first lines than reps who memorised features. ### 3. Certify, don't assume Short, real tests: pitch the value proposition in 30 seconds, write three first emails that pass review, handle five common objections in a role-play, qualify a mock discovery call. ### 4. Ramp the targets Typical ramp for meetings: month 1, 25-35% of full target; month 2, 60-70%; month 3, 100%. Activity starts lower and leans on quality: fewer, better-researched touches. ### 5. Coach on a cadence Daily 15-minute check-ins for the first four weeks, weekly call or email reviews, and a 30/60/90 review with the manager. Pair each new rep with a buddy who is hitting target. ### 6. Watch the early-warning signals Not certifying by week 3, low activity quality (emails failing review), avoiding calls, no positive replies by week 5. Act early with extra practice rather than waiting for the month-3 number. ## What good looks like - The new rep books a first meeting within the first four weeks. - Certifications use real scenarios, not slide quizzes. - The plan is a living document with owners for each session. - The common mistake is two weeks of product slides, then a full activity target from week three. ## Rules - MUST include certification gates before live outreach. - MUST set ramped targets, not full targets, for the first two months. - NEVER let new reps send unreviewed outreach in their first two weeks live. ## Example prompts - "Build a 90-day onboarding plan for 3 new SDRs selling to HR leaders." - "Write the certification tests for new BDRs." - "Our reps take 5 months to ramp. Fix our onboarding." --- # SDR onboarding plan, week by week ## Week 1: the buyer and the business - Day 1: welcome, tools access, buddy assigned, read the ICP and persona documents. - Days 2-3: listen to 8-10 recorded calls (good and bad); write down the buyer's words for pains. - Day 4: product walkthrough focused on the 3 problems customers buy it for. - Day 5: shadow a senior SDR for a full day; recap what they noticed first on each account. ## Week 2: messaging and process - Value proposition and messaging matrix; write it back in their own words. - Sales process, stages, qualification criteria, handoff rules. - Write 10 first emails and 10 LinkedIn notes; manager reviews line by line. - **Certification 1**: 30-second pitch per persona; explain the ICP and disqualifiers. ## Week 3: practice - Daily role-plays: cold call opener, 5 objections, a discovery mini-call. - Research and tier 30 accounts; present 3 account briefs. - **Certification 2**: role-play pass on calls and objections; 3 emails pass review. - First live touches to 20-30 accounts with every message reviewed. ## Weeks 4-8: ramp | Week | New contacts per week | Review | Target | | --- | --- | --- | --- | | 4 | 50 | Every message | First positive reply | | 5 | 75 | Sample of 10 | First meeting booked | | 6 | 100 | Sample of 10 | 25-35% of meeting target (month 1) | | 7-8 | 125-150 | Weekly | On track for 60-70% in month 2 | Daily 15-minute check-in: yesterday's numbers, one thing that worked, one thing to fix. ## Weeks 9-13: own it - Full activity and meeting targets. - Runs one own campaign end to end (list, copy, analysis) with manager sign-off. - Teaches one session to the next new rep. - 90-day review: numbers, skills scorecard, development goals. ## Skills scorecard (score 1-4 at days 30, 60, 90) | Skill | 1 | 4 | | --- | --- | --- | | ICP judgement | Contacts poor fits | Rarely misses; flags bad lists | | Research | Generic openers | Sourced, relevant hooks quickly | | Writing | Long, about us | Short, about them, passes review first time | | Calls | Reads script | Conversational, handles objections | | Reply handling | Slow, generic | Same-day, books from questions | | Self-management | Needs reminders | Plans own day, hits activity |