In this quick answer, Hailey Pobanz, Enterprise Sales Development Manager at all-remote GitLab, shares her insights on remote SDR ramp up. Here’s what she said –
I think that onboarding someone new is an investment in them today as well as in the future.
So, first off, if you can have that first month be quota-free, you really should.
Giving them time to get really successful and maybe even have a quick win if they don’t have a quota, and then by the end of it, they want to dig in right away. And in our all-remote enterprise sales development team, that will take about 30 days.
I think for the first 30 days, it’s also essential for them to understand the process both from inbound and outbound and on the Enterprise side. We have an obvious outbound sales process framework – which goes through putting together account plans with their AE and templates for outbound messaging and cold calling. We keep all of those onboarding processes in our SDR onboarding handbook.
I think another big part about getting an SDR ramped is confidence in what they’re selling. And part of that is those early wins – having some successful conversations.
And we do a lot of Snippets that the SDR can use their own language their own personalization. But then pulling snippets, that we as managers can track which then allows you to help them be successful continuing from there.
Overall, here at GitLab, we expect a one month ramp time for SDRs. And month two is when they can start preparing to hit their full quota.
Want to see more tips on Remote SDR Onboarding? Check out the full video of the webinar.
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