Ramping new SDRs isn’t just about handing them a playbook and a login. Yet that’s exactly what many companies do—and then wonder why reps fail to hit quota or churn within six months. The truth is, most ramp programs fall short in three key areas: structure, feedback, and accountability.
Many companies mistake product training for sales training. But knowing features doesn’t help an SDR spark a conversation with a skeptical prospect. SDRs need to be taught how to think like a seller—how to open, ask, and adapt on the fly.
They also need tight feedback loops. Weekly call reviews, daily Slack feedback, and mid-ramp progress check-ins can turn a mediocre start into a high-performing future. Without this, new reps drift—unsure what’s working, or if they’re even on the right track.
Finally, ownership matters. Ramp shouldn’t be passive. Assign mentors, define milestones, and make it clear what “good” looks like at each stage. You’ll not only set SDRs up to succeed—you’ll also see better retention, stronger pipelines, and a faster path to ROI.
