SDR Onboarding Program

SDR ONBOARDING - WEEK 1

DAY 1: COMPANY & CULTURE
☐ Company overview & history
☐ Mission and values
☐ Team introductions
☐ HR/admin setup
☐ Tool access setup

DAY 2: PRODUCT KNOWLEDGE
☐ Product overview
☐ Product demo walkthrough
☐ Key features and benefits
☐ Competitive landscape

DAY 3: ICP & PERSONAS
☐ Ideal customer profile
☐ Target personas
☐ Pain points by persona
☐ Use cases and value props

DAY 4: PROCESS & TOOLS
☐ SDR process overview
☐ CRM training
☐ Sales engagement platform
☐ Other tool walkthroughs

DAY 5: MESSAGING INTRO
☐ Messaging framework
☐ Email template review
☐ Call script review
☐ Week 1 assessment

Item	Status	Sign-off
System access	☐
Product certification	☐
ICP quiz	☐
CRM proficiency	☐

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Skills Training Schedule

WEEK 2: SKILL BUILDING

EMAIL SKILLS:
☐ Email writing workshop
☐ Personalization training
☐ Subject line optimization
☐ Practice: Write 10 emails (reviewed)

PHONE SKILLS:
☐ Call structure training
☐ Objection handling practice
☐ Voice and tone coaching
☐ Practice: Mock calls (5)

WEEK 3: SHADOWING

☐ Shadow experienced SDR (10+ calls)
☐ Shadow AE meetings (3+)
☐ Reverse shadow (SDR takes lead)
☐ Debrief sessions

WEEK 4: SUPERVISED PRODUCTION

☐ 50% activity targets
☐ Manager call monitoring
☐ Daily coaching sessions
☐ First meetings booked

CERTIFICATION:
☐ Product knowledge test (80%+)
☐ Process knowledge test (80%+)
☐ Recorded call review (pass)
☐ Email samples approved

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