Inside Our Strategy: How We Successfully Trained 100+ SDRs in Just 90 Days

Creating a high-performing sales team faster is not an easy task. When our company was facing challenges of growing through an outbound motion, we took a great initiative: trained 100+ SDRs in 90 days. While being positive, it has proved to be one of the most revolutionary moves we have ever taken.

In this comprehensive blog, we will know about how we trained 100+ SDRs in 90 days, what worked out and what didn’t, and how you can take the same move for your team.

Laying the Foundation

Training 100+ SDRs in 90 days is not an easy job. But we started with aligning our leadership around one key point- creating a repeatable and scalable onboarding process. We already knew that our sales development representative onboarding needs more than just 7 days of role-playing and product slides.

We created an SDR onboarding process that has role-specific modules, daily coaching, live instructions, and certification checkpoints. From the first day, our main focus was to allow professionals to ramp up quickly while having the mission and vision of our sales culture.

The structure behind the success

When we trained 100+ SDRs in 90 days, we divided the initiative into 3 different 30-day phases:

• Foundation: From Day 1 to Day 30, we focused on buyer personas, product training, and core messaging.

• Execution: From day 31 to Day 60, professionals focused on objection handling, cold calling, and had live demos with managers.

• Mastery: From Day 61 to Day 90, we had advanced objection handling, full quota exposure, and peer reviews.

Each of these phases was created to prove B2B sales training values and was tracked by customized scorecards.

Sales enablement that scales

When we trained 100+ SDRs in 90 days, the biggest difficulty we faced was scaling coaching and mentorship without any quality disputes. This is where the strategies based on sales enablement come in.

We created bite-sized training videos, invested in a Learning management system, and added a buddy system to reinforce learning. Our sales enablement team has also organized weekly pulse checks to know how professionals are at risk of falling behind.

We showcased a sales team onboarding checklist to ensure consistency using pods all across. This has trained us to monitor progress and make sure that there are no critical components that were missed.

Best practices that make it work

There are a few best practices that helped us when we trained 100+ SDRs in 90 days, some of them are:

• Live call shadowing: Letting professionals listen to live calls boosted their confidence.

• Regular role-plays: Practicing objection handling and crips on a daily basis kept professionals sharp.

• Manager coaching: We trained our managers in sales rep training so they can support onboarding at scale.

• Micro-certifications: Professionals have to go through quizzes to go to the next level.

Most importantly, it is necessary to constantly optimize. Every cohort provided us with various new insights on how to train SDRs better.

Overcoming the ramp-up challenge

One of the main difficulties faced during onboarding is minimizing the SDR ramp-up time. When we trained 100+ SDRs in 90 days, it was not just about hiring people or filling seats, but it was about getting them productive quicker.

We cut the ramp-up time by almost 40% using two main categories:

1. Developing SDR personas to create learning paths

2. Providing performance benchmarks at 30, 60, and 90-day marks.

These SDR training sessions over 90 days have helped professionals to know what the expectations are and managers to coach clearly.

Adapting for a remote and hybrid workforce

Not all professionals have to be in the office. In fact, 50% of the candidates we trained 100+ SDRs in 90 days, were totally from the remote workforce. That meant we needed to have strong support for remote SDR training as well during our onboarding process.

We had Zoom-based role-plays, virtual workshops, and developed s; ack channels where professionals were permitted to ask questions and showcase wins. We were able to develop engagement without even having a physical floor, just by focusing on inside sales training according to the needs of the remote workforce.

What a successful SDR plan looks like

Looking back at what a successful SDR plan looks like, we have:

• Dedicated coaching cadence and training content

• Clear KPIs and milestones

• Peer-to-peer learning frameworks

• Accountability of managers with real-time dashboards

If you, too, want to onboard 100 SDRs effectively, it all starts with the right strategy, smart tools, and great people.

When we trained 100+ SDRs in 90 days, it wasn’t an easy task, but it wasn't impossible. With a clear focus on enablement, structure, and continued iteration, we transformed something that looked like an overwhelming goal into a repeatable way for success.

If you are planning to refine your onboarding or just want to scale up your sales team similarly, we hope these sales development training tips will help you find the right path for your success. And remember, the key to having success is not just having speed but quality as well.