SDR Onboarding 30-60-90 Day Plan

A comprehensive onboarding plan for new Sales Development Representatives covering product knowledge, process mastery, and independent quota attainment. Structured across 30/60/90-day milestones with weekly goals and manager checkpoints.

When to use this template:

Use for every new SDR hire. Adapt for BDR or AE onboarding by adjusting the milestone metrics. Works for both in-person and remote teams.

In this template:

→Days 1–30: Learn (Foundation)
→Days 31–60: Develop (Skill Building)
→Days 61–90: Perform (Independent Quota)

Days 1–30: Learn (Foundation)

WEEK 1 — Company & Product Immersion □ Complete product walkthrough with [Product/Solutions Engineer] □ Read all case studies and customer success stories □ Shadow 5+ discovery calls with senior reps □ Memorize ICP definition (industry, size, role, pain points) □ Set up all tools: CRM ([Tool]), sequencer ([Tool]), LinkedIn Sales Nav, Gong/Chorus □ Review last 3 months of won/lost deals in CRM □ Read competitor battlecards for top 3 competitors □ Complete company culture/values onboarding WEEK 2 — Messaging & Positioning □ Practice cold email send: 10 real emails to prospects (supervisor-reviewed first) □ Record 3 cold call role-plays — review with manager □ Write your own ICP definition — review with manager □ Shadow 3+ closed/won discovery calls in Gong □ Draft your first email sequence — get feedback WEEK 3-4 — First Real Activity □ Launch first 50-prospect sequence (reviewed by manager) □ Achieve 20 cold call attempts per day □ Book first qualified meeting (Week 3 target) □ Daily standup: pipeline review with manager □ End-of-month 1:1: review activity vs. metrics, identify coaching areas 30-Day Goals: → Sequences launched: [X] → Calls per day: [20] → Meetings booked: [2–3] → Product certification: complete

The first 30 days should be 70% learning, 30% doing. Don't push new SDRs to quota-carrying activity before they understand the product and ICP — it creates bad habits.

Days 31–60: Develop (Skill Building)

WEEK 5-6 — Refining the Machine □ Increase daily call volume to [35] per day □ Run A/B tests on email subject lines and CTAs □ Review call recordings weekly — identify top 3 improvement areas □ Join 2 customer success calls to understand post-sale experience □ Write battlecard summaries from memory (test yourself) □ Build your personal prospect research process WEEK 7-8 — Full Ramp □ Manage full sequence independently — no supervisor review □ Hit [4–6] qualified meetings booked □ Start own account research: build 50-account target list □ 30-minute weekly coaching 1:1 with manager □ Present learnings to team: "What I've learned in 60 days" 60-Day Goals: → Calls per day: [35] → Meetings booked (Month 2): [4–6] → Response rate to email sequences: [X%] → Independent sequence management: yes

Week 5–8 is where most SDRs plateau or break through. Daily coaching is critical here — listen to their calls, review their emails, and give specific feedback, not generic encouragement.

Days 61–90: Perform (Independent Quota)

WEEK 9-12 — Full Quota Accountability □ Hit full monthly meeting quota: [X] qualified meetings □ Source and manage own target account list □ Own CRM hygiene: accurate pipeline, activity logs, dispositions □ Contribute to team: share best-performing sequences/subject lines □ Start contributing to content: 1 prospect insight to share per week □ Participate in hiring: provide SDR candidate interview feedback if applicable METRICS REVIEW at Day 90: → Monthly meetings booked vs. quota: [X / X target] → Email reply rate: [X%] target [8–12%] → Call-to-connect rate: [X%] target [15–20%] → Meeting-to-opportunity conversion: [X%] target [70%+] → CRM hygiene score: [clean/needs work] 90-Day Evaluation Criteria: □ Consistently hitting meeting quota □ Accurate CRM activity logging □ Independent account research and prioritization □ Ability to qualify and disqualify efficiently □ Cultural fit and team contribution

The 90-day review should be a two-way conversation, not a performance improvement plan ambush. If an SDR isn't trending toward quota by Day 60, address it then — not at Day 90.

Pro Tips

✓Don't skip the shadowing phase — SDRs who listen to 10+ calls before making their first one ramp 30% faster.
✓Weekly 1:1s with specific call/email reviews are more valuable than any training document.
✓Set ramp quota for Month 2 (50%) and Month 3 (75–100%) — full quota on Day 1 is a retention killer.
✓Build peer mentoring: pair new SDRs with your best performer for informal coaching.

Common Mistakes to Avoid

✗Putting new SDRs on quota in Month 1 — they'll cut corners on quality to hit activity metrics and build bad habits.
✗No structured call review process — without feedback loops, reps repeat the same mistakes indefinitely.
✗Not defining what 'qualified meeting' means before they start — vague qualification criteria lead to garbage pipeline.

Cactus insight: The SDRs we see ramp fastest share one trait: they had rigorous shadowing and call review in their first 30 days. Product knowledge can be taught over time; listening skills and confidence on calls need to be built through repetition and coaching.

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