Intro with their mentor / SDR manager (the person who would guide within the next 2 months)
Ask new SDR to talk with colleagues from the SDR department they will be working with. Talk about job / hobbies / experience.
Day 3
Day is focused on buyer persona. Make sure that new SDRs understand what persona / ICP is.
Ask the SDR to review your company website / product / service and allow them to create 2-3 personas themselves. Use this tool: https://www.hubspot.com/make-my-persona
Review their persons and share your real ICPs.
Day 4
Intro on your own product / service. They have to understand what sell and who will buy their product. Different personas (whether it’s VP of sales, CEO or sales rep) have different pain points. So show them a demo(like your AEs do) of your product and describe its features and benefits.
Day 5
Recap of week 1
Week 2
Focus on training
Day 6
send them invites to your sales stack technologies (sales engagement, CRM, phone call system, lead generation, prospecting, web conferencing etc.)
Ask your SDRs / AEs invite new SDRs to their calls / demos, so them can start listening conversation and learn more about phone calls / objection handling
Invite them to your internal knowledge base, so they can read more about your product / competitors / pricing / common mistakes / sales processes / playbooks etc..
Days 7-9
Practising phone calls / email responses, objection handling with their SDR manager or mentor
Day 10
Ask new SDR to pitch a product to their SDR / sales manager
Share feedback and ask new SDR to adjust their pitch accordingly
Weeks 3-6
Focus on shaping skills
What is Reply and how yo use it for Sales Development
How to build your own multichannel sequences (emails, phone calls, videos, social touches)
SDRs will start looking for their own leads and push them to their sequences / cadences
They will start receiving their first responses, they will start calling their prospects, so SDR leader should jeep helping them to improve skills based on feedback iterations.
Invite them to your weekly meetings, ask them to send reports
2️⃣ Month 2
Week 6-8
Show them their quota for the next month, their comp plan and career opportunities (promoting to next SDR levels when they hit quota, opportunity to become SDR team leader, sales rep, AE etc.)