Lee Ann Youngblood - Master Onboarding Bootcamp
As a new SDR there will be a lot of information that you will be going over in the course of the next 4 weeks. To help ensure that you get the most out of the information, the SDR onboarding process will line out on a daily basis what you should be accomplishing.
The SDR onboarding will teach you everything you need to know to be a successful SDR along with making live phone calls.
You will be assigned an SDR that will be your mentor through this process. They will be the SDR you do all your call shadowing with and may ask them any questions you have. Your Mentor will be @Nrflynn.
WEEK 1:
Key Objectives:
-
Onboarding issue (Certification) -
Call shadowing -
Have 10, 30 minute conversations with colleagues -
Daily re-cap with Team Lead
Monday:
-
Complete 10 tasks on the onboarding issue -
1:1 call with Team Lead
Tuesday:
-
Complete 10 tasks on the onboarding issue -
1:1 call with Team Lead
Wednesday:
-
Complete 10 tasks on onboarding issue -
Call shadow with 1 SDR -
1:1 with Team Lead
Thursday:
-
Complete 10 tasks on the onboarding issue -
Call shadow with 1 SDR -
1:1 with Team Lead
Friday:
-
Complete 10 tasks on the onboarding issue -
1 hour recap and prep with Team Lead
You should understand by the end of week 1:
-
10 new things about 10 different people in the company -
How calls and voicemails sound by call shadowing -
What is expected in week 2
WEEK 2:
Key Objectives:
-
SDR Playbook Training (Certification) -
AE(s) assigned -
Mine 2 accounts -
Call Shadowing -
Start making live phone calls
Monday -
-
AE’s assigned or Account’s assigned
Tuesday -
-
Call Shadow with 1 SDR
Wednesday -
-
Call Shadow with 1 SDR
Thursday -
-
Mine 2 accounts/training -
Call shadow with 1 SDR
Friday -
-
Live calling (25 calls) -
1 hour recap and prep with Team Lead
You Should understand by the end of week 2:
-
The basics of GitLab -
The Playbook and how to incorporate into your outreach -
How to make phone calls -
How to mine accounts
WEEK 3:
Key Objectives:
-
Sales bootcamp week 1 (this will be an issue created by your team lead) -
Role Playing -
Call Shadowing -
Live Calling -
Emails -
Sit in on Discovery call
Monday -
-
Sales bootcamp -
Role playing (morning) -
Live calling (afternoon)
Tuesday -
-
Sales bootcamp -
Call shadow 2 SDR’s -
Outreach training
Wednesday -
-
Sales bootcamp -
Full day of live calling (morning and afternoon - 50-70 calls) -
Create sequence in outreach
Thursday -
-
Sales bootcamp -
Full day of live calling (morning and afternoon - 50-70 calls) -
Start sending emails (~40)
Friday -
-
Sales bootcamp -
Debrief with Team Lead on calling -
Sit in on Discovery call -
Feedback/suggestions for the week
You should understand by the end of week 3:
-
Basics of GitLab -
Value prop. Of GitLab -
Creating emails in Outreach
WEEK 4:
Key Objectives:
-
Sales bootcamp week 2 (Certification) -
Side-by-Side call coaching with SDR Manager -
Objective handling, Competition, Customer Stories -
Live calling -
Emails
Monday -
-
Sales bootcamp -
Side-by-side call coaching with Team Lead -
Live calling (afternoon)
Tuesday -
-
Sales bootcamp -
Full day of live calling (morning and afternoon - 50-70 calls) -
Send more emails (~40)
Wednesday -
-
Sales bootcamp -
Objections, competitors, and customer stories (LINKS TO DOCS) -
Send more emails (~40)
Thursday -
-
Sales bootcamp -
Live calling (morning) -
Present feedback about the playbook and onboarding process
Friday -
-
Sales bootcamp -
Live calling (morning)
You should understand by the end of week 4:
-
Advanced GitLab -
Objection handling -
Competitive differentiators -
Customer stories for different industries