Onboarding (cont’d) eam t t wing and elopmen art 11o v P Gr managing a sales de The TOPO SDR Onboarding Framework Training & coaching Whenever possible, use people who have done looks like this: Creating effective SDRs doesn’t stop after the SDR role to contribute to – or even deliver onboarding. The best teams are built on – the training modules. That makes sure you’re Onboard continuous training and coaching. always connecting the skill to the job. ain r Playbook Curriculum Certifications T Coach Training The SDR training program needs to be as formal Tip: “Nothing beats role-playing and systematized as the onboarding process. as a form of training.” Leverage the SDR Playbook – TOPO recommends capturing the entire SDR role in Your SDR training program should include Aaron Ross and Marylou Tyler what they call a Playbook (which is different from all the job-specific skills, such as: Predictive Revenue the Plays we talk about in this guide). Then start the onboarding program with the SDR Playbook: • Effective researching everything they need to do the job effectively. • Call preparation • Personas and their drivers Follow an onboarding curriculum – a specific • Core industry trends and issues sequence of training modules organized into • Plays and their touches 2-hour sessions focused on specific topics (key • Product training and updates buyer personas, etc.). • Your tools and internal processes • Overviews of your competitors Reinforce lessons with certifications – • Objection handling increase retention of the onboarding material • Use cases and case studies through testing and certification on key skills (e.g. an objection handling test). The TOPO framework shows that the SDR development goes on with continuous training and coaching – we’ll discuss that next. 111