Playbook · Onboarding
New SDR's first 30 days at a signal-anchored shop
The 30-day ramp plan for an SDR joining a signal-anchored outbound team. Week 1: learn the signal taxonomy. Week 2: shadow + observe. Week 3: paired sending. Week 4: own a small territory. The 5 mistakes new SDRs make that cost month 2.
01The play
Summary
The 30-day ramp plan for an SDR joining a signal-anchored outbound team. Week 1: learn the signal taxonomy. Week 2: shadow + observe. Week 3: paired sending. Week 4: own a small territory. The 5 mistakes new SDRs make that cost month 2.
02Cadence
The step-by-step rhythm we use to run this play. Skipping steps usually loses more than it saves — the asymmetric spacing is part of why it works.
1-5
learn
Signal taxonomy + ICP rubric walkthrough
6-10
shadow
Sit with a senior SDR on briefing + sending
11-20
paired
Co-write sends, get edits before sending
21-30
solo
Own a small territory + weekly review
03Expected outcome
Outcome: Ramped SDRs hit 50%+ of full-quota productivity by day 60 with this plan vs. day 90 without.
Success metric: Day-30 reply rate within 50% of team median; day-60 within 80%.
04Anti-patterns · do not run this when
- Do not skip the shadow phase — books and slides don't transfer the craft
- Do not give a full territory in week 1 — overwhelming
- Do not let the new SDR send unedited in weeks 1-3
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater
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