CRO · Toolkit · Advanced · Saves 120+ hours
SDR/BDR Operating System
The complete operating system for SDR/BDR teams - from hiring to process to performance management.
What's included
- Strategic Foundation
- SDR/BDR mission and scope
- Team structure options
- Quota methodology
- Success metrics
- Process Design
- Lead handling process
- Outbound prospecting process
- Qualification framework
- Handoff process
- Operations
- Daily activity cadence
- Coaching rhythm
- Performance management
- Career progression
- Technology Stack
- Tool requirements
- Integration design
- Data management
Best used when
- Building SDR/BDR function
- Scaling outbound team
- Standardizing processes
- Improving pipeline quality
The template
The Template
TEAM STRUCTURE
SDR/BDR Model Options
SDR/BDR STRUCTURE OPTIONS
INBOUND SDR MODEL:
Focus: Qualifying marketing leads
Source: MQLs from marketing
Motion: Fast response, qualification
Metrics: Speed to lead, conversion
OUTBOUND BDR MODEL:
Focus: Prospecting into target accounts
Source: Named accounts, ICP
Motion: Multi-channel sequences
Metrics: Meetings, pipeline
HYBRID MODEL:
Focus: Both inbound and outbound
Split: ___% inbound / ___% outbound
Consideration: Requires clear time blocks
REPORTING OPTIONS:
☐ Reports to Sales
☐ Reports to Marketing
☐ Reports to Revenue Ops
☐ Split (inbound→Mktg, outbound→Sales)
Team Sizing
| Scenario | SDR:AE Ratio | Rationale |
|---|---|---|
| High volume/low ACV | 1:1 | AEs need constant feed |
| Mid-market | 2:1 | Balanced prospecting |
| Enterprise | 3:1 | Account-based approach |
OPERATING CADENCE
Daily/Weekly Rhythm
SDR WEEKLY CADENCE
DAILY:
9:00 Morning standup (15 min)
9:15 Call block #1 (2 hrs)
11:15 Email/LinkedIn (1 hr)
12:15 Lunch
1:00 Call block #2 (2 hrs)
3:00 Research & personalization
4:00 Admin & CRM updates
4:30 End of day planning
WEEKLY:
Mon: Team meeting (1 hr)
Tue-Thu: Full prospecting
Fri: Training + pipeline review
MANAGER RHYTHM:
Daily: Call monitoring, quick coaching
Weekly: 1:1s (30 min each)
Monthly: Performance review
Activity Metrics Dashboard
| Metric | Daily Target | Weekly Target | Monthly |
|---|---|---|---|
| Calls | 50-80 | 250-400 | 1,000+ |
| Emails | 50-100 | 250-500 | 1,000+ |
| 25-50 | 125-250 | 500+ | |
| Meetings set | 2-3 | 10-15 | 40-60 |
Frequently asked questions
What is the SDR/BDR Operating System?
The complete operating system for SDR/BDR teams - from hiring to process to performance management.
Who is the SDR/BDR Operating System for?
It is built for CROs and their teams working on SDR/BDR Operations. The AI coach adapts it to your company, stage, and goals.
How long does the SDR/BDR Operating System take to use?
It saves roughly 120+ hours versus building from scratch. Our AI coach can tailor the toolkit to your situation in minutes, then hand you a step-by-step plan.
Is the SDR/BDR Operating System free?
Yes. You can read the full toolkit and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SDR/BDR Operating System?
The coach teaches you the framework, asks a few questions about your business, tailors the toolkit to you, and gives you measurable next steps to execute.