March 27, 2024

The SDR Success Blueprint

14-Day Plan to Crush Your Sales Onboarding and Hit the Ground Running in 2024

sales teams, drive pipeline growth, lead generation, gtm, appointment setting, b2b leads

The onboarding plan for Sales Development Reps (SDRs) in software companies is meticulously designed to maximize productivity from the early stages. The comprehensive introduction to the company, its software products, and the sales team is ensured, along with a detailed briefing on the processes, and tech stack in this product management context.

The primary goals of the 2-week onboarding schedule are to:

  1. Provide SDRs with the core knowledge, skills, and customer support resources to be successful in their role within the software business.
  2. Ramp SDRs quickly to start booking qualified meetings and driving pipeline, demonstrating market fit and market growth.
  3. Set clear expectations through structured training and feedback to facilitate market validation.
  4. Ensure SDRs feel supported, motivated, and engaged to excel in their role, enhancing customer loyalty among target customers.
  5. Facilitate a smooth transition from onboarding to ongoing excellence through continuous training, helping them understand the market demand.

Throughout the onboarding schedule, the focus remains on knowledge sharing, hands-on practice, and mentorship. This combination facilitates market expansion and contributes positively to the overall growth rate.

Week 1 Overview

The inaugural week of onboarding emphasizes introducing the new SDR to the company culture of the software business. Giving them a sense of belonging to the team, ensuring familiarity with necessary tools and customer interaction tactics for success is key.

Key activities include:

  1. A thorough company introduction and an overview of the broader goals for the coming year.
  2. Opportunity to meet sales leadership and understand the team structure, providing valuable insight into how each team member contributes.
  3. Getting access and setup on all sales tools and knowledge base related to product features and customer feedback channels.
  4. Subscribing to AE calendars and joining sales Slack channels to keep ahead of key discussions and updates.
  5. Crafting email signatures, establishing a professional image, and encouraging LinkedIn connection building to enhance existing markets reach.
  6. Joining daily team huddles for updates on priorities, achievable targets, and planning strategies, exemplifying how achieving product market fit works in the software companies.
  7. Developing a LinkedIn introduction post to announce their new role to the target audience and establishing branding presence.

By the end of the week, the new SDR will be fully immersed in the company culture, forging connections across teams and customers based on strategies provided. This paves the way for maximum productivity and endows them with the required tools for effective prospecting and outreach.

Day 1 Details

The first day for the SDR is centered around familiarizing them with the necessary tools and introductions. This facilitates smooth engagement with small businesses and enhances customer satisfaction.

Key tasks include:

  1. Subscribing to the AEs' calendars to stay synchronized with their schedules and meetings to be an active part of the market entry strategy.
  2. Joining relevant sales Slack channels for team communication, knowledge sharing and to understand customer feedback effectively.
  3. Creating email signatures with the company's branding, adding a professional touch to their correspondence.
  4. Meeting colleagues for brief intro chats to initiate network expansion and boost morale.
  5. Connecting with team members on LinkedIn, enhancing the team's online presence and professional network.
  6. Attending the daily team huddle to align on priorities and plans for the day, fostering understanding of market demand.

Additional tasks for this promising start may include drafting a LinkedIn post to welcome the new team member to the software companies' family. Updating their joining details on the product idea sharing platforms is another good habit. This first day plays a vital role in laying a strong foundation for onboarding success, embarking on the journey of maximizing customer satisfaction, and witnessing significant market growth.

Day 2 Details

Day 2 of the onboarding process for Sales Development Reps (SDRs) is centered around gaining comprehensive knowledge of the software product, including a close look at the product features, pricing, and how these elements compare to competitors in the market. This depth of understanding is crucial for software companies aiming for market fit and market expansion.

Knowledgebase Walkthrough

Dedicate time to navigate through the company’s customer support resources, ensuring a robust grasp of the playbooks, training materials, and any other sales resources found in the knowledgebase. Immersing oneself in product demo videos, presentations, and other materials enriches the SDR's ability to communicate the value of the software business's products and services effectively.

Product Demo and Pricing

Receive a comprehensive product demo, highlighting the unique product features that establish the software product's market validation and market growth potential. This session aims to equip SDRs with the knowledge to understand and articulate our product's competitive advantages, emphasizing customer satisfaction and addressing the target market's needs.

Competitor Overview

Analyze the top competitors in the existing markets, evaluating their offerings against our software product to identify our unique selling propositions. This analysis is fundamental for SDRs to effectively position our software business in customer interactions, enhancing our approach to market entry and target customers.

Day 3 Details

Focusing on understanding the ideal customer profile (ICP) and buyer personas is imperative. This involves delineating the specific challenges, motivations, and demographics that describe our customers based on detailed market research. This knowledge enables SDRs to foster meaningful customer interactions, crafting messages that resonate with our target audience and achieve high levels of customer feedback and loyalty.

Key outcomes of Day 3 include:

  1. Review of the main buyer personas, including details on their demographics, challenges, and motivations. This helps the rep understand how to best resonate with each persona.
  2. Ideal customer profile overview, including the specific roles, seniority levels, and industries that comprise the best-fit accounts.
  3. Identification of the key buying group stakeholders involved in a typical sales cycle. This includes learning about the influencers who help spark initial interest, the evaluators who analyze solutions, and the final decision makers who approve purchases.
  4. Introduction to account-based prospecting strategies and how to build targeted account and contact lists for outbound campaigns. The rep will learn best practices for list building, cleaning, and enrichment to maximize sales efficiency.

By putting themselves in their clients' shoes, SDRs can develop outreach strategies that significantly increase customer loyalty and satisfaction, geared towards small businesses and their unique needs.

Days 4-5 Details - Deep dive into the touchpoints (Cold Calling)

  • Review the tasks and activities of previous day.
  • Cold calling
  • Best practices:
  • Do thorough research on the prospect and their role before calling
  • Personalize your pitch to the prospect's needs and interests
  • Keep pitches concise and get to the value proposition quickly
  • Use a conversational and consultative tone
  • Ask open-ended questions to engage the prospect
  • Actively listen and tailor your responses
  • Handle objections smoothly and ask for next steps
  • Calling workflow:
  • Prepare call list and research prospects
  • Craft personalized pitches for each prospect
  • Make calls at optimal times for each prospect
  • Leave engaging voicemails when unable to connect
  • Log all calls, voicemails, conversations in CRM
  • Follow up quickly on all conversations
  • Objection handling
  • Acknowledge the objection, don't be defensive
  • Ask questions to better understand the objection
  • Provide information to counter the objection
  • Summarize and confirm you addressed the objection
  • Mock calls
  • Practice pitch delivery and objection handling through mock calls
  • Get feedback from manager or teammates
  • Refine approach based on feedback


* Pitch in a mock call & get a demo

* Come up with 2 LinkedIn posts for the rest of the week & post them on time

Week 2 Overview

Days 7-10 Details

During Days 7-10, as part of the software product onboarding process, we delve deeper into the various outreach strategies and touchpoints. Key areas explored during these days include email, LinkedIn, and video communication. Each holds a significant value in our software business's customer interaction blueprint to cater to the market demand and existing markets.

Email Communication

Constructing ideal email content is more an art than a science, as it varies based on use cases - cold outreach, follow-ups, etc. The core focus here is relevance, delivering value, and personalization for target customers.

Key facets of efficient emails include compelling subject lines, dynamic content using merge fields, and snippets. We also stress on setting up sequences suitable for different stages such as new prospects, nurture, re-engagement, aiming at market expansion and growth rate. Particular attention is given to the practice of tailoring messages and offers based on factors like region, Ideal Customer Profiles (ICPs), and roles, adapting proven templates from various teams and geographies.

The essence of lead nurturing lies in delivering relevant, valuable content over time to bolster trust and mindshare. This involves a careful mix of educational and promotional content carefully designed to cater to small businesses and other segments of our customers based on detailed market validation.

Hyper-personalization, which uses dynamic content and interaction/behavioral data, delivers higher open and click rates, thus amplifying the customer feedback and improving the overall customer satisfaction.

LinkedIn Outreach

It is crucial to share valuable insights and perspectives that add value to conversations in our target market, commenting on industry trends and news, focusing less on hard promotion and more on creating meaningful relationships. Generating engaging content types - articles, videos, polls, and more - spark conversations, and encourage sharing, harnessing the power of this platform to amplify our product features and ideas.

Video Engagement

Incorporating personalized videos in our approach can grab attention and exhibit sincerity. Keeping these videos compact, casual, and conversational helps in creating a deep, enduring connection with our target audience.

Tools that combine dynamic slides with audio narration can also be leveraged professionally to exhibit our software product's unique features. As a cardinal rule, we sidestep overly salesy pitches to maintain a genuine connection and foster customer loyalty.

During these days, as our new team member, you’ll be tasked with:

  1. Creating email templates for different use cases following the given best practices
  2. Building sample sequences for prospecting, nurture, re-engagement
  3. Recording personalized outreach videos using the best practices

Posting twice weekly on LinkedIn, providing valuable insights into the software product and market growth trends

By accomplishing these, you'll have a head start in achieving product-market fit while fostering customer satisfaction and loyalty - fundamental criteria for our software business to manage the market growth and expansion as an early-stage player.

Day 11 Details

On day 11, the focus shifts to campaign insights and the utilization of reporting best practices, an essential phase in the software product lifecycle that facilitates customer support resources enhancement. The session includes:

Understanding Campaign Analytics: Learn to decipher campaign dashboards, a critical technology for software companies eager to assure their products and services meet the market demand. Dive into the key campaign metrics to not just analyze, but to grasp how they translate into user engagement and achieving product-market fit.

Campaign Health: Gain proficiency in tracking the KPIs vital for software business growth. Assessing overall performance streamlines product management strategies and aids in identifying any issues challenging market entry or existing market penetration.

Reporting Best Practices: Embrace the finesse of crafting reports, pivotal in customer interaction data storytelling. The art of visualizing data efficiently is crucial for software companies as it underlines key conclusions and suggests tactics based on validated campaign performance that drives market expansion.

Tactical Analysis: Take an actual campaign and scrutinize its metrics. Prepare a sample report pinpointing your findings and strategic next steps to optimize results; this hands-on practice is central to product features improvement and customer feedback integration.

The end goal is to ensure comfort in accessing campaign data to facilitate informed decisions—crucial for nurturing customer satisfaction, loyalty, and aiding businesses at an early stage to sharpen their market growth strategies.

Day 13 - Deployment

The culmination of the intensive training period reflects a pivotal transition from theoretical learning to market validation and customer-based outreach, highlighting an SDR's journey in acquiring the skills necessary for software business interactions.

Commencing Day 13:

Sales Quota: Establishing sales quotas syncs the SDR with the target market objectives, laying a foundation for measuring growth rate and market fit.

Review of Target Accounts: The target customers are defined, aligning with the software product's customer support resources and enhancing the SDR's capacity to meet target audience needs.

Outreach Cadence: Defined outreach strategies ensure systematic engagement, which acts as a cornerstone for small businesses and software companies aiming for substantial market growth.

Sales Tech Stack: CRM and sales engagement tools are essential human resources that provide the SDR with the means to begin real-time customer interaction and advance market expansion.

Onboarding Content: Utilizing the final collateral equips the SDR with comprehensive product management knowledge for effective outreach.

This day heralds the start of a true customer interaction journey for the SDR, incorporating customer feedback and product idea exploration to boost customer loyalty and support market entry strategies.

Ongoing Training

Post onboarding calls for ongoing training, crucial for SDRs as they evolve alongside the software product they represent, manage and augment their product features to satisfy the market demand and ensure they remain integral human resources for their software business.

Continuous Improvement: Sales Development Representatives (SDRs) benefit from consistent feedback, which serves as a compass for customer satisfaction and as a tool for refining market strategy.

Product Knowledge: Regular product update sessions are vital for staying in tune with product features and benefits that meet the market fit and appeal to the target customers.

Weekly Training: Regular trainings ensure a team member stays adept with the latest product management techniques and customer support resources, vital in securing their place within the competitive landscape of software companies.

In essence, the key to ongoing SDR proficiency lies in continuous learning, market adaptation, and commitment to customer satisfaction—cornerstones for thriving in the fast-paced software business sector.

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