# 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.

Free checklist for sales managers. Topic: [Prospecting & Outbound Strategy](https://www.peerlab.ai/library/topic/prospecting-outbound-strategy/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sdr-90-day-ramp-checklist/

## 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.

## 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.