New BDR Onboarding
30-day ramp plan for new Business Development Representatives.Overview
Week 1: Setup & Learning
Day 1: Admin & Access
Morning:- Complete HR paperwork
- Get laptop & equipment
- Set up email & calendar
- Join Slack channels: #sales, #gtm-ops, #bdr-team
- HubSpot access & basic training
- Sales Navigator seat assigned
- Dripify access
- Salesfinity access
- Review this wiki (introduction + getting started)
Day 2-3: Product Knowledge
Training Sessions:- Product demo (internal)
- ICP definition review
- Value proposition training
- Competitor overview
- Review case studies
- Watch recorded demos
- Read ICP Criteria
- Read Sequences Overview
Day 4-5: Process & Tools
Tool Training:- HubSpot sequences deep dive
- Dripify setup & limits
- Salesfinity dialer training
- LinkedIn profile optimization
- Read all sequence playbooks
- Understand handoff process
- Learn call scripts
- Practice objection handling
Week 2: Shadow & Practice
Day 6-7: Shadow Sessions
- Listen to 10+ live calls (Salesfinity recording)
- Shadow existing BDR for half-day
- Review email threads (successful & unsuccessful)
- Attend team standup
Day 8-10: Practice
Mock Calls:- 5 mock cold calls with manager
- 5 mock discovery calls
- Practice voicemail scripts
- Draft 3 personalized emails (get feedback)
- Draft 3 LinkedIn messages (get feedback)
- Role-play objection handling
Week 3: Supervised Work
Day 11-12: First Contacts
- Assigned first 25 leads
- Make first calls (manager listening)
- Send first emails (manager approves)
- Send first LinkedIn connections
Day 13-15: Ramp Up
- Increase to 50 leads
- Full call block (2 hours)
- Manager reviews all activities
- Daily debrief sessions
Week 4: Independent
Day 16-20: Full Execution
- Full lead assignment
- Full daily task load
- Manager check-in (weekly)
- First meeting booked (goal)
End of Week 4: Review
- 1:1 with manager
- Review metrics vs targets
- Identify improvement areas
- Set Month 2 goals
- Officially on quota
Tool Checklist
Key Resources
- Tech Stack Overview
- Cold Outreach Sequence
- Calling Best Practices
- LinkedIn Best Practices
- Lead Qualification