SDR Onboarding Plan to Help New Reps Sell Faster

Plan the perfect plan to ensure your reps sell faster, more efficiently.
sdr onboarding plan
Entering the high-energy world of sales as a Sales Development Representative (SDR) can be both exhilarating and challenging.

With the right onboarding process, however, new reps can not only adequately prepare for the road ahead but also accelerate their time to productivity.

A comprehensive and methodical onboarding plan is key to ensuring new SDRs feel confident, informed, and ready to sell.

In this article, we will discuss the importance of SDR onboarding and provide a checklist to help you create an effective onboarding plan for your team.

Why is SDR Onboarding Important?

The strength of any sales team lies in how well its members understand both the product they're selling and the process they use to sell it. Effective SDR onboarding reduces ramp-up time, empowers new hires to generate revenue quickly, and lays a solid foundation for high performance.

It also significantly impacts team morale and retention rates, as well-prepared SDRs are likely to find their role rewarding and stay longer within the company. Onboarding is the first step in setting up your SDRs for success, and it's crucial to get it right.

A robust SDR onboarding program also addresses potential knowledge gaps and aligns new hires with the team's sales strategies and goals. In short, it sets the tempo for their sales journey, providing them with the necessary skills and confidence.

When they invest in a structured onboarding program, companies can pave the way for a cohesive and competent sales team capable of navigating the complexities of the sales process while upholding the company's values and standards.

This investment not only improves the performance of new SDRs but also contributes to a positive and proactive workplace culture.

What to Take into Account When Preparing an SDR Onboarding Plan?


The initial step for a successful onboarding plan begins with strategic planning. Define clear objectives, milestones, and the duration of the onboarding period.

Consider what knowledge and skills are required for an SDR to function effectively and map out how you can facilitate this process. Ensure that the plan is structured enough to provide guidance, but also flexible enough to adapt to each new hire's learning pace and style.

Tech Stack

Sales reps rely heavily on technology in their daily tasks, so it's essential to introduce them to your company's tech stack during onboarding.

Familiarize them with the software, tools, and systems they will use regularly and provide training as needed. This helps new SDRs understand the company's processes and ensures they are comfortable using the tools that will ultimately help them succeed.

Some of the ones we recommend are, LinkedIn Sales Navigator, and Slack.


Effective communication is key to any successful onboarding plan. Ensure there is open communication between managers, mentors, and new hires.

This includes regular check-ins, providing feedback, and addressing new SDRs' concerns or questions. Clear communication channels also encourage a collaborative and supportive environment, crucial for building a strong sales team.


Feedback is an essential aspect of employee growth and development. Make sure to provide regular feedback to your new hires during the onboarding process.

This allows them to understand their progress and areas they may need to improve, ensuring they are on the right track towards becoming successful SDRs.

SDR Onboarding Checklist

Explore SDRs Skills and Knowledge

Begin by establishing a baseline for each SDR through initial assessments that measure current skill levels and knowledge domains.

This might include evaluating their understanding of sales methodologies, proficiency in CRM tools, and communication abilities. Subsequently, tailor the onboarding journey to strategically bridge any knowledge gaps while also leveraging their inherent strengths.

Such a proactive approach to pre-onboarding can significantly enhance the speed to competency for new SDRs. Preparatory materials, such as targeted reading on best sales practices, case studies specific to your industry, or interactive e-learning modules on your company's product line, can prime incoming SDRs for their roles.

Moreover, access to forums or social learning platforms encourages them to engage and learn from existing team members.

Teach Them About Your Company and Your Values

An integrative onboarding program also necessitates acquainting new SDRs with the company's history, culture, and core values. This immersion includes narratives of the company's evolution, operations, and milestones that resonate with the brand's ethos.

Understanding and experiencing the products firsthand prep SDRs to have authentic engagements with prospects.

Investment in mentorship and team-building activities is equally crucial in nurturing a workplace where SDRs feel valued and aligned with the company's mission, fostering long-term dedication and cohesion with the administrative objectives.

Continuous evaluation and refinement of the onboarding process based on feedback contribute to a supportive, growth-oriented environment where SDRs can excel.

Organize a Team Introduction

Introducing a team effectively sets the groundwork for future collaboration, internal dynamics, and success. When organizing a team introduction, aim to create an environment that fosters openness and connectivity.

Encourage each member to share not just their professional background, but also their personal interests and expertise. This approach helps to build rapport and trust among the team, laying a strong foundation for a unified and high-performing group.

Establish Communication Channels

Establishing robust channels for dialogue not only improves collaboration but also ensures that vital information is communicated quickly and accurately.

To facilitate this, it's crucial to implement a variety of communication tools tailored to different needs - from instant messaging platforms for quick, informal conversations to video conferencing systems for more structured, formal meetings.

Creating clear protocols for which mediums to use in various contexts helps prevent misunderstandings and keeps team members aligned with the organization's objectives.

Regular training on these tools can also maximize their potential, turning them into valuable assets for enhancing productivity and interconnectedness across the company.

Share Internal Presentations & Materials

Sharing internal presentations and materials within an organization not only precipitates a knowledge-rich culture but also encapsulates a practice of collaborative growth.

Using centralized platforms for document sharing, employees can then easily access critical presentations, training modules, and resources that drive unified standards and best practices across departments.

Through meticulous curation and regular updates of these materials, employees stay well-informed and aligned with the latest organizational strategies and objectives.

Moreover, this fosters an environment where team members are encouraged to contribute to and enhance existing resources, thereby nurturing a culture of continuous learning and collective expertise.

Make Them Familiar With Sales Jargon

Understanding sales jargon is critical for new recruits to navigate the complex landscape of sales strategy and communication.

By familiarizing themselves with terms like 'prospecting', 'lead qualification', 'conversion rates', and 'sales funnel', they can effectively understand sales reports and strategies.

Additionally, grasping these concepts helps them communicate more confidently and professionally with peers and clients. For sales newcomers, a deep dive into the lingo is not just about learning a new language; it's about embracing the culture of sales and aligning with the business's rhythm.

In-Depth Demo About Your Product

A comprehensive product demo is a cornerstone of effective SDR training. By diving deep into the product's features, use cases, and benefits, SDRs become provided with the knowledge necessary to engage potential customers convincingly.

This understanding is crucial, considering SDRs are typically the initial representatives of your brand that prospects engage with. To ensure ability, interactive walkthroughs of the product, paired with role-playing exercises that mimic real-life scenarios such as mock-up calls, should be integrated into the onboarding process.

This not only boosts confidence but also arms your SDRs with persuasive narratives they can tailor to various prospect inquiries and challenges.

Compare Your Company With Your Competitors

SDRs need to know not just who the competitors are, but how your company excels in solving problems that competitors might not.

Through a detailed analysis of competitor strengths and weaknesses, SDRs can learn to position their value proposition more effectively during their sales pitches.

Incorporating comparison charts, success stories, and case studies in the onboarding materials can further illustrate the practical advantages your company offers.

Remember, a well-informed SDR is more likely to instill faith in prospects who could be on the fence, swaying them towards your product with informed, compelling arguments.

Explain the Ideal Customer Profile

Expanding upon the ideal customer profile, SDRs must go beyond basic demographics and truly understand the customer's journey. This includes recognizing critical touchpoints, decision-making processes, and the factors that drive loyalty and referrals.

A sophisticated understanding of these elements enables SDRs to craft personalized outreach messages that resonate on a deeper level, thus increasing the chances of conversion. Incorporating role-play scenarios that reflect these customer profiles can also refine their approach, ensuring they are prepared for a variety of sales situations.

Having SDRs draft and practice tailored pitches that address specific customer scenarios can sharpen their ability to connect effectively and meaningfully with diverse audiences.

Give SDRs Access to Leading Sales Tools

Empowering your SDRs with state-of-the-art sales tools is crucial for optimizing efficiency and productivity.

Onboarding should include comprehensive training on your Customer Relationship Management (CRM) system, outreach platforms, and any other software integral to your sales process.

It's not just about familiarizing them with functionalities; it's also about helping them to understand how these tools can streamline workflows, enhance customer interactions, and provide valuable data analytics for refined sales strategies.

Regular training refreshers ensure that SDRs remain fluent in using these tools to their full potential as they progress.

Refine Objection-Handling Techniques

A tailored approach to objection handling can significantly increase an SDR's success rate. Onboarding should therefore not only cover common objections but also train SDRs in identifying the underlying concerns and emotions behind them.

By doing so, SDRs enhance their capability to address these issues empathetically and efficiently.

Advanced training sessions could involve deeper analysis of case studies where objections were turned into opportunities, encouraging SDRs to apply critical thinking and adaptability in their sales conversations.

Teach SDRs How to Prospect

Prospecting is a cornerstone of any successful sales development role and equipping new SDRs with the right techniques is critical for early success.

The onboarding process should include sessions where new hires are taught how to identify and engage with potential customers.

This includes learning to use tools and platforms for lead generation, understanding how to analyze a prospect's digital footprint to tailor outreach, and developing the confidence to initiate cold contacts effectively.

Emphasize active listening and persuasive communication techniques, so new SDRs will be equipped to turn prospects into potential leads, setting the stage for continual sales growth.

Incentive Experienced SDRs to Connect With New Reps

Experienced SDRs can be valuable mentors and resources for new hires. They have firsthand knowledge of what it takes to succeed in the role and can provide helpful tips, guidance, and support during onboarding.

To foster a sense of community within the sales development team, consider implementing incentives for experienced SDRs to connect with new reps.

This could include rewards for successful mentorship, recognition for going above and beyond in helping a new hire, or even team-building activities that encourage collaboration and support between team members.

Show Examples of Successful Campaigns

Theory is important, but practical examples can be even more impactful when it comes to learning how to succeed as an SDR. During onboarding, share real-life examples of successful campaigns that have generated leads or resulted in closed deals.

This not only provides a tangible example for new hires to reference, but it also helps them understand the strategies and sales techniques that were used to achieve success.

Consider asking experienced SDRs to share their own experiences as well, providing a diverse range of perspectives and approaches for new reps to learn from.

Monitor Progress

While regular check-ins and performance evaluations are instrumental in monitoring the progress of new SDRs, it is also vital to integrate continuous learning and adaptation into their development plans.

SDRs should be encouraged to stay abreast of industry trends and emerging tools that can improve their efficiency and effectiveness.

Offering training sessions, workshops, and access to a library of sales resources are practical methods to cultivate a culture of continuous improvement and professional growth within the team.

By doing so, management can cultivate a culture of excellence and innovation within the company.


A well-planned and executed onboarding program is essential for helping new SDRs sell faster.

By continuing to support and monitor their progress, you can also set them up for long-term success as valuable members of your sales development team.

So, it is crucial to invest time and resources into creating an effective SDR onboarding plan for the overall success of your company.

Remember, a well-trained and motivated SDR can ultimately lead to increased sales and revenue for your organization. And for ready SDRs who will onboard quickly and efficiently, get in touch with our team!
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