Онбординг и Ramp Plan: от найма до productivity

## SDR Pre-boarding Checklist

### New Hire: _____________ Start Date: _____________

### IT Setup (by IT team, 3 days before start)
[ ] Laptop ordered and configured
[ ] Email account created
[ ] CRM access (Salesforce/HubSpot)
[ ] Sales engagement platform (Outreach/Salesloft)
[ ] LinkedIn Sales Navigator license
[ ] Zoom/Teams account
[ ] Slack/Teams added to channels

### HR (by HR, 1 week before)
[ ] Offer letter signed
[ ] Background check complete
[ ] Benefits enrollment info sent
[ ] First day logistics email

### Manager (1-2 weeks before)
[ ] Buddy assigned: _____________
[ ] Week 1 calendar blocked
[ ] Welcome email sent
[ ] Pre-reading materials sent:
  [ ] ICP document
  [ ] Product overview
  [ ] 3 case studies
  [ ] Company handbook

### Team (week before)
[ ] Team welcome message in Slack
[ ] Desk/workspace ready (if office)
[ ] Welcome kit sent (swag, notebook)

### First Day Ready
[ ] All logins work
[ ] Buddy confirmed
[ ] Day 1 schedule sent

## SDR Week 1 Onboarding Schedule

### Day 1 (Monday)
09:00 - Welcome coffee with team
09:30 - HR onboarding (docs, benefits)
11:00 - IT setup & tool access
12:00 - Lunch with buddy
13:30 - 1:1 with manager (expectations, 30-60-90)
15:00 - Company overview presentation
16:30 - Workspace setup, explore tools

### Day 2 (Tuesday)
09:00 - Product deep dive (Part 1)
11:00 - Product demo (hands-on)
12:00 - Lunch
13:00 - Product deep dive (Part 2)
15:00 - Shadow experienced SDR (calls)
16:30 - Reflection & questions with buddy

### Day 3 (Wednesday)
09:00 - ICP & buyer personas workshop
11:00 - Competitive landscape
12:00 - Lunch
13:00 - CRM training (basics)
15:00 - Shadow SDR (emails, LinkedIn)
16:30 - Practice: find 10 ICP accounts

### Day 4 (Thursday)
09:00 - CRM training (advanced)
11:00 - Sales engagement platform training
12:00 - Lunch
13:00 - Messaging framework & sequences
15:00 - Write 3 practice emails
16:30 - Email review with manager

### Day 5 (Friday)
09:00 - Call training (opening, discovery)
10:30 - Role-play practice (peer)
12:00 - Team lunch
13:30 - Week 1 quiz
14:30 - 1:1 with manager (Week 1 review)
15:30 - Set goals for Week 2
16:00 - Virtual coffee with other teams

## SDR 30-60-90 Day Plan

### SDR: _____________ Start Date: _____________

---
## Days 1-30: LEARN
### Focus: Foundation & Certification

### Week 1-2: Core Training
[ ] Complete product training modules
[ ] Pass product knowledge quiz (80%+)
[ ] Complete CRM certification
[ ] Complete sales engagement training
[ ] Shadow 10+ calls with experienced SDRs
[ ] Review 20+ email examples

### Week 3-4: Practice
[ ] Write and send first 50 emails (reviewed)
[ ] Make first 30 calls (with coaching)
[ ] Pass call certification role-play
[ ] Build first 50-account target list
[ ] Attend all team meetings

### Month 1 Targets
- Meetings booked: 0-2 (with support)
- Activity: 50% of full volume
- Certifications: All passed

---
## Days 31-60: PRACTICE
### Focus: Independent Execution

### Goals
[ ] Full activity volume daily
[ ] Weekly 1:1s with manager
[ ] QA review: 5 emails, 2 calls/week
[ ] Objection handling workshop complete
[ ] Multi-threading practice

### Month 2 Targets
- Meetings booked: 6-10
- Quota: 50%
- Quality: 70%+ show rate

---
## Days 61-90: PERFORM
### Focus: Full Productivity

### Goals
[ ] Own full book of accounts
[ ] Minimal coaching needed
[ ] Peer mentoring started
[ ] Process improvement suggestion

### Month 3 Targets
- Meetings booked: 10-15
- Quota: 75-100%
- Quality: 80%+ show rate, 60%+ SQL rate

---
### Sign-off
Month 1 Complete: _____ Date: _____
Month 2 Complete: _____ Date: _____
Month 3 Complete: _____ Date: _____
Full Ramp Achieved: _____ Date: _____

## SDR Certification Scorecard

### SDR: _____________ Date: _____________

---
### KNOWLEDGE CERTIFICATIONS

## Product Knowledge Quiz
Date: _____
Score: _____/100
Pass (80%+): □ Yes □ No
Retake needed: □

## CRM Proficiency Test
Date: _____
Score: _____/100
Pass (80%+): □ Yes □ No
Retake needed: □

## Sales Engagement Platform Test
Date: _____
Score: _____/100
Pass (80%+): □ Yes □ No
Retake needed: □

---
### SKILLS CERTIFICATIONS

## Email Writing Assessment
Date: _____
Emails reviewed: 3
Average score: _____/15
Pass (12+/15): □ Yes □ No
Feedback: _______________

## Call Certification (Role-play)
Date: _____
Evaluator: _____________

| Criteria | Score (1-5) |
|----------|-------------|
| Professional opening | |
| Value articulation | |
| Discovery questions | |
| Objection handling | |
| Clear next step | |
| TOTAL | /25 |

Pass (20+/25): □ Yes □ No
Feedback: _______________

## Live Call Review
Date: _____
Calls reviewed: 2
Average score: _____/25
Pass (20+/25): □ Yes □ No
Feedback: _______________

---
### FINAL CERTIFICATION
All components passed: □ Yes □ No
Certified Date: _____________
Certified by: _____________

## SDR Buddy Program Guide

### Buddy: _____________ New Hire: _____________
### Period: First 30 days

---
### YOUR ROLE AS BUDDY
You are the go-to person for:
- "Silly" questions they're afraid to ask
- Cultural guidance (how things work here)
- Emotional support (first weeks are hard)
- Informal feedback and tips

You are NOT responsible for:
- Formal training (that's manager/training)
- Performance management
- Solving all problems

---
### WEEK 1 COMMITMENTS
[ ] Day 1: Lunch or coffee together
[ ] Day 1: Slack intro, share your number
[ ] Daily: 10-min check-in (how's it going?)
[ ] Day 3: Coffee/walk break
[ ] Day 5: End-of-week debrief

### WEEK 2-4 COMMITMENTS
[ ] 2-3 check-ins per week
[ ] Available on Slack for questions
[ ] One longer coffee/lunch per week
[ ] Invite to team social activities
[ ] Shadow session together (they watch you)

### QUESTIONS TO ASK NEW HIRE
- What's confusing so far?
- Is there anything you need but haven't asked for?
- How are you feeling about the role?
- What questions do you have about the team/culture?
- Is there anything I can help clarify?

### RED FLAGS TO ESCALATE TO MANAGER
- Seems consistently overwhelmed
- Not engaging with team
- Confusion about core role expectations
- Personal issues affecting work
- Conflict with anyone

### RECOGNITION
Thank you for being a buddy! Your time is valued.
- Certificate of appreciation
- Mention in team meeting
- Small gift card/bonus
- Career development credit

Manager: _____________ Date: _____