5 Steps to Mastering the SDR Onboarding Journey

  • By Suresh Madhuvarsu
  • July 28, 2023
    • building sales team

    • hiring salespeople

    • ramp time

    • sales onboarding

    • sales training

    4 Ways to Equip Your Sales Team for Success

    As we venture further into 2023, the sales landscape is witnessing remarkable advancements in AI technologies such as Auto-GPT and AI Agents. The question arises: Could these innovations eventually render the Sales Development Representative (SDR) role obsolete in favor of automation, resulting in a near-instantaneous ramp up time for prospecting and lead generation?

    While the allure of an AI-powered SDR delivering an abundance of prospects and swift ramp-up time is undeniable, it’s essential to acknowledge that significant challenges and limitations in the current AI landscape still require careful consideration before fully adopting this approach. 

    However, the human touch in the SDR role remains invaluable for the foreseeable future. The process of finding, nurturing, and developing talented SDRs is a crucial aspect of building a successful sales team. It involves addressing various essential factors, including talent quality, onboarding, coaching, sales enablement tools, ongoing performance tracking, and upskilling. In this blog, we will explore five essential steps to ensure a swift and effective ramp up time for your SDRs, empowering them for success and driving a surge of leads to achieve your organization’s revenue goals in 2023 and beyond.

    Ramp Up Time Definition

    Ramp up time refers to the duration it takes for a new employee, particularly in a sales role, to reach full productivity and achieve their performance targets. It is the period from the employee’s initial onboarding and training to when they become fully capable and confident in executing their responsibilities without requiring significant guidance or support. 

    Shorten Ramp Up Time With The Right Onboarding And Training Plan

    During the ramp up time, new hires acquire the necessary skills, knowledge, and experience to effectively contribute to the organization’s goals and positively impact their team’s performance. A shorter ramp up time indicates a more efficient onboarding process and quicker integration of new hires into the workforce, leading to increased productivity and a faster return on the organization’s investment in talent acquisition and training. Here are 5 steps to consider when evaluating onboarding and training experience for SDRs:

    1. Set The Right Tone Early

    The first step to shortening the ramp up time for new Sales Development Representatives (SDRs) is to establish a positive and engaging onboarding experience. Cover essential topics such as the company’s mission, culture, values, and goals, creating a sense of excitement about their future within your organization. A welcoming and inspiring onboarding process will not only motivate new SDRs but also help them align with the company’s vision, driving their commitment to success from day one.

    2. Structured Training Program

    A well-structured training program is the cornerstone of successful SDR onboarding. Develop comprehensive training sessions that cover everything new SDRs need to excel in their roles. This includes product knowledge, sales methodologies, marketing collateral, scripts, and sequences, as well as understanding the target market and Ideal Customer Profiles (ICPs). By equipping them with the necessary skills and knowledge upfront, you set the stage for accelerated growth and enhanced performance throughout their journey.

    3. Role-Play Early and Often

    To further expedite the ramp up time for SDRs, incorporate interactive and hands-on training components into the onboarding process. Role-playing exercises offer a powerful tool to sharpen their sales skills, build confidence, and prepare them to tackle real-world scenarios effectively. Through these practice sessions, new SDRs gain valuable experience in engaging with potential customers, refining their pitch, and overcoming objections, thereby reducing the learning curve and accelerating their readiness for the field.

    4. Foster A Collaborative Environment

    Creating a collaborative and supportive environment is crucial for nurturing new SDRs and fostering their development. Encourage open communication and experience sharing among team members, enabling new hires to learn from more seasoned representatives. Pairing them with experienced mentors who provide continuous support, feedback, and personalized coaching enhances their growth trajectory, boosting their confidence and overall performance.

    5. Continuous Performance Evaluation

    To ensure ongoing improvement and success, the final step involves consistent performance evaluation and feedback. Track key performance indicators (KPIs) to measure new hire success and the effectiveness of the onboarding process. Gathering feedback from both new SDRs and their mentors allows you to identify areas for refinement and enhancement, fine-tuning the onboarding process for future hires and ensuring continuous optimization. Regular evaluation ensures that your SDR team maintains a trajectory of growth and high-performance throughout their tenure.

    Why Shortening Ramp Up Time Matters

    Reducing the ramp up time for new Sales Development Representatives (SDRs) offers many benefits that can positively impact an organization’s bottom line and overall success. Let’s explore some of the key advantages of streamlining the onboarding process:

    • Speed to Revenue: Faster productivity leads to quicker revenue generation and a faster return on investment in new hires.
    • Reducing Churn Risk: Streamlined onboarding reduces uncertainty, enhancing job satisfaction and lowering the risk of turnover.
    • Enhanced Customer Experience: Well-prepared SDRs deliver better customer interactions, leading to higher satisfaction and loyalty.
    • Increased Sales Team Morale: Faster contributions create a positive work environment and foster team collaboration.
    • Competitive Advantage: Quicker deployment of a high-performing sales team ensures agility and market responsiveness.


    Shortening the ramp up time for new SDRs is a strategic investment that yields substantial returns. By accelerating speed to revenue, reducing churn risk, enhancing the customer experience, boosting team morale, and gaining a competitive edge, organizations position themselves for long-term success in an ever-evolving business landscape. A well-crafted and efficient onboarding process becomes the key to unlocking these benefits, driving sales excellence and propelling the organization towards its revenue and growth objectives.

    About Salestable

    The world’s first purpose-built sales-readiness platform designed exclusively for Small and Medium-sized Businesses (SMBs). Salestable’s mission is to kickstart the sales process for businesses by equipping executives with the tools they need to streamline the onboarding and ramp up of new sales representatives, resulting in accelerated productivity and exceptional results.

    Through the personalized training, assessments, and coaching platform, Salestable ensures that sales teams achieve readiness faster, reducing the ramp up time for new hires. The intuitive user interface empowers sales representatives to gain a clear understanding of their goals and progress, facilitating a seamless journey towards sales excellence.

    About the Author:

    Dakota May: Head of Growth at Salestable

    Dakota May is a dynamic leader and the Head of Growth at Salestable. With extensive experience in sales and marketing, Dakota brings a deep understanding of the challenges and opportunities that sales teams face. His expertise in sales strategy and business development has been instrumental in driving growth and success for both Salestable and its clients.

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