The SDR Ramp Program

A new SDR should be booking qualified meetings by week four. If your ramp takes longer, the ramp program is the problem, not the hire. The four-week ramp program is structured in escalating stages: week one is knowledge acquisition, week two is guided practice, week three is supervised execution, and week four is independent operation with coaching support. Each week has specific milestones, and missing a milestone triggers intervention — not patience.

1. Week 1: Knowledge Foundation ICP deep dive, product training, competitive landscape, and messaging framework internalization. The SDR should pass a written assessment on ICP criteria, articulate the value proposition in three variants (CFO, CTO, VP Sales), and explain the competitive differentiation. No outreach this week. Knowledge first.
2. Week 2: Guided Practice Shadow experienced SDRs on calls. Write practice sequences reviewed by their manager. Role-play cold calls with feedback. Attend live call coaching sessions. The SDR practices every skill in a low-stakes environment before touching a real prospect.
3. Week 3: Supervised Execution Launch first sequences on real accounts — supervised by the manager. Every email reviewed before sending for the first three days. Every call recorded and reviewed same-day. Feedback is immediate and specific. By end of week three, the SDR should have booked at least one qualified meeting.
4. Week 4: Independent Operation Full territory assignment and full daily rhythm. Manager reviews calls and emails twice per week instead of daily. The SDR is expected to hit 50% of their monthly meeting target in week four. If they do not, identify the specific skill gap and address it with targeted coaching.