The definite SDR Onboarding Plan 2025

Reducing SDR turnover starts on day 1 with a proper onboarding. Get your copy of a proven onboarding plan to ensure a quick ramp-up and long-term success.
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Download the SDR Onboarding Plan for free:

Overview of all potential steps you don't want to miss to ramp up your SDRs as quickly as possible.
Fully customizable to your company specific onboarding items.
Provide the onboarding plan to your new SDR to faciliate the ramp up process.

Why SDR Onboarding is Essential for Sales Success

A well-structured SDR onboarding process is not just about training - it directly impacts revenue growth, rep retention, and long-term sales efficiency.
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Did you ever calculate how much money your company spends on hiring a new SDR?
Now think again, if it is more expensive to hire another one after 3-6 months or investing enough time and some extra budget to onboard that person 'perfectly'.

An ineffective onboarding process leads to slow pipeline generation, increased turnover, and lost revenue opportunities. To ensure consistent success, companies need a repeatable, measurable, and scalable onboarding framework.

Companies with structured onboarding see 62% higher productivity in new hires (Aberdeen Group).
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SDRs who go through a well-defined onboarding process are 3x more likely to hit quota in their first three months (Salesforce).
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Without clear onboarding, the average SDR takes over five months to reach full productivity (Bridge Group).
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How to Measure SDR Onboarding Success

A data-driven approach ensures continuous improvement. Companies should track:

SDR confidence and engagement levels
Time to first booked meeting
Activity-to-conversion ratio (calls/emails sent vs. meetings booked)
Ramp-up time vs. quota attainment

Establishing clear 30-60-90 day milestones helps both managers and SDRs measure progress and make necessary adjustments.
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The 30-60-90 Day SDR Onboarding Framework

First 30 Days: Mastering the Fundamentals

Objective: Build foundational knowledge before active prospecting.

Deep dive into company, product, and ideal customer profile (ICP).

Training in sales methodology (e.g., Challenger, BANT, MEDDIC, SPIN).

Hands-on CRM and sales tech stack training.

Shadowing senior SDRs to observe real conversations.

Initial outreach exercises (email writing, call scripts, role-playing).
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Days 31-60: Active Prospecting & Skill Development

Objective: Transition from learning to executing real outbound activities.

Live cold calling and email outreach with feedback loops.

Advanced objection-handling strategies.‍

Developing effective messaging for multi-channel prospecting.

First meetings booked and pipeline contribution begins.

Weekly coaching sessions and performance tracking.
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Days 61-90: Performance Optimization & Self-Sufficiency

Objective: Achieve consistent pipeline generation and refine strategies.

SDRs independently manage outreach and handle objections effectively.

KPI tracking focused on meetings booked to pipeline conversion.

Deep dive into time management and prioritization.

Advanced skills training (objection handling, active listening, storytelling).

SDRs prepare for long-term growth and potential career progression.
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