SDR 90-Day Ramp Checklist
A week-by-week onboarding checklist covering the first dial, first meeting, and first pipeline dollar across three 30-day phases, with manager check-in cadence and red-flag triggers.
What's inside
- Days 1-30 checklist: product knowledge, tools setup, skill drills, first dial/connect/meeting milestones
- Days 31-60 checklist: activity ramp, skill development, first opportunity and pipeline dollar milestones
- Days 61-90 checklist: full ramp, ownership, first closed-won-assist milestone
- Manager check-in cadence table (Week 1, Day 30/60/90, weekly ongoing)
- Five red-flag indicators requiring intervention before day 90
How to use this
Check off each item as it's completed. Items are grouped by 30-day phase and include the specific milestone expected by that point. A manager should review this checklist with the new SDR at the end of each phase, not just at day 90.
Days 1–30: Foundation
Product & market knowledge
- Can explain the core product/value proposition in under 60 seconds, unscripted
- Can name the top 3 ICP criteria (industry, size, role) without notes
- Has listened to 10 recorded calls from top-performing reps
- Has shadowed 5 live calls (call or video) with a manager or senior rep
Tools & systems
- Fully set up in CRM, dialer, email sequencer, and calendar-booking tool
- Has built or been assigned their first prospecting list (minimum 100 accounts)
- Knows how to log a call, book a meeting, and update a deal stage without help
Skill drills
- Has role-played the opening statement out loud 10+ times
- Has completed the Prospecting Skill Self-Assessment Quiz as a baseline
- Has reviewed the Gatekeeper Navigation Cheat Sheet and can recite 3 stall-line responses from memory
Milestone: First dial — by end of week 1 Milestone: First live connect — by end of week 2 Milestone: First meeting booked — by end of day 30
Days 31–60: Execution
Activity ramp (targets are illustrative — replace with your team's actual per-rep quota from the Outbound Activity-to-Pipeline Ratio Calculator)
- Hitting 60% of full-ramp daily dial target consistently for 2 consecutive weeks
- Running at least 2 active email sequences simultaneously
- Sending 3+ personalized, trigger-based outreach messages per week (see Trigger-Event Prospecting Guide)
Skill development
- Has been scored once on the Cold Call Talk-to-Listen Ratio Scorecard and reviewed the result with a manager
- Can handle the 6 most common objections without a script in front of them
- Has asked for and received at least 1 referral using a script from the Referral-Ask Script Swipe File
Milestone: First qualified opportunity created — by day 45 Milestone: First pipeline dollar generated — by day 50 Milestone: 5 cumulative meetings booked — by day 60
Days 61–90: Independence
Full ramp
- Hitting 100% of full-ramp daily/weekly activity targets independently
- Managing their own account tier list (A/B/C) per the Account Segmentation Framework without manager assignment
- Running weekly self-review against the talk-to-listen scorecard without being asked
Ownership
- Has resolved at least one gatekeeper-blocked account using a multi-thread approach
- Has independently identified and acted on 3 trigger events without manager prompting
- Has documented one win (a call, email, or approach that worked) to share back with the team
Milestone: First closed-won deal assisted (SDR-sourced opportunity converts) — target by day 90; if the sales cycle exceeds 90 days, substitute "opportunity still active and progressing through 2+ stages" as the day-90 proxy milestone Milestone: Full quota-equivalent pipeline generation — by day 90
Manager check-in cadence
| Checkpoint | Format | Focus |
|---|---|---|
| End of Week 1 | 30-min 1:1 | Tools/systems confidence, first dial completed |
| End of Day 30 | Formal review | Foundation checklist complete, first meeting booked |
| End of Day 60 | Formal review + scorecard | Execution checklist complete, pipeline started |
| End of Day 90 | Formal ramp-completion review | Full independence, transition to standard quota |
| Weekly (ongoing) | 15-min activity check | Dials/emails/meetings vs. target, one coaching point |
Red-flag indicators requiring intervention before day 90
- Zero meetings booked by day 30
- Activity consistently below 50% of target for 2+ consecutive weeks with no upward trend
- No qualified opportunity created by day 60
- Talk-to-listen scorecard total stuck in the "needs coaching" band (0–17) across two consecutive scoring sessions
- Visible avoidance of live calling (heavy reliance on email/social only) past day 45
Any one red flag = schedule a dedicated coaching session that week, not at the next scheduled checkpoint.
How to use it
Hand this to every new SDR on day one, check off items with them at the Week-1, Day-30, Day-60, and Day-90 meetings, and escalate immediately if any red-flag indicator triggers rather than waiting for the next checkpoint.