SDR Program
Build and scale an SDR team that delivers predictable pipeline. Learn hiring, onboarding, coaching, and management best practices.
Course Contents
Building the Team
Hire and structure your SDR organization for success.
SDR Org Structure Options
9:30Inbound, outbound, and hybrid models—pros, cons, and when to use each.
The SDR Hiring Profile
10:00Traits that predict success and how to screen for them.
Interview Process and Exercises
11:00Role plays and assessments that reveal true capability.
SDR-to-AE Ratios
7:30Right-size your team based on lead volume and AE capacity.
Onboarding and Ramping
Get new SDRs productive faster with structured onboarding.
30-60-90 Day Plans
10:15Milestone-based onboarding that accelerates ramp time.
Product and ICP Training
8:30What SDRs need to know to have credible conversations.
Skill Development Sequences
9:00Progressive skill building from basics to advanced techniques.
Playbooks and Quality
Build playbooks that ensure consistent, quality execution.
SDR Playbook Components
11:00Scripts, sequences, and objection handling in one place.
Call and Email QA Process
9:30Review cadences and scorecards that drive improvement.
Calibration and Coaching
10:00Keep the team aligned on what good looks like.
Management and Scaling
Manage performance and scale the team over time.
SDR Metrics and KPIs
9:00Track the metrics that predict success and diagnose problems.
Comp Plans and SPIFs
8:15Design compensation that motivates the right behaviors.
Career Pathing for SDRs
7:30Keep top performers engaged with clear advancement paths.
Scaling the SDR Org
8:00Add headcount and maintain quality as you grow.
What You Will Learn
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