In your first three months as an SDR, there'll be a ton of firsts, from your first big interview and getting an offer to hyping yourself up for day 1 and setting up your laptop with IT then slapping a sticker on it. These firsts are worth savoring. Knowing what to expect will help. Hi, I'm Richard, and in this video I will be sharing my perspective on what to expect in the first three months as an SDR. By the end of this video, you'll be able to outline what you're likely to encounter in your first 90 days on the job. The first three months as an SDR will be some of the most exciting, interesting, overstimulating moments in your career. But the sale sees will call. Walking to the office in your sixth, ninth, or 12th month is a totally different story. You know, the product, the customers, and the value. You've got your schedule down pat, at times blocked off, loads of high-performing sequences and a prospective process you could definitely run in your sleep. After making thousands of cold calls, you know who to call, and what questions to ask, the right case study or video to share with the key stakeholder, and how to set an agenda and run a call. But that's all in the future. We're here to talk about the first three months. We'll take a look the themes to focus on when going into the role, but I also want to give an overview of what you're likely to encounter in your first 90 days on the job. In your first three months as an SDR, you can expect pretty much any and all of the following: tech onboarding; getting setup with email, Slack and other tools, one-on-ones with your manager or your team lead and any other SDR, training for the company culture, product, and customer use, interactions with other departments such as marketing, product, and engineering, learning about the internal sales process, the steps, documentations, using case studies, close deals, and historic accounts to examine value, hands-on experience, working with the product, and current SDR process, listening to calls, sitting in on meetings, watch old recordings, reading old emails, practice working with warm leads, small accounts or even cold leads, and meeting with your AE, getting your account list, creating your plans, start researching, prospecting, creating sequences, and sending outreach. Now that we understand a bit more about what we'll be expecting, let's take a look and see how to set yourself up for success. In the first three months, your focus should be on three things: learning, creating, and contributing. Again, it's a bit abstract, so let's dive deeper. In the first month, everything is new. During onboarding, you'll get setup with e-mail and Slack, learn all the tech tools and play around with the company's product. Training would probably cover everything from the products' features and functionalities to lessons on ICPs and personas, a deal champions, pricing, value, sale cycle, outreach sequences, marketing events, the list could go on. Be a sponge, take notes, ask questions, and try everything. The top-performing earning salespeople are experts in their space. They know everything there is to know about their product, value, competitors industry, not to mention the customer. In your first four weeks on the job, you want to learn as much as possible. Depending on the pace of retraining, you'll likely be expected to start life prospecting in month 2. That doesn't mean you should wait. Getting on the phone as quickly as possible is a great way to learn and practice. Month 2 builds on the foundational knowledge you've gained over the past few weeks and continues to shape you into the organization's vision of an ideal salesperson. The focus here is on creation; your own processes, schedules, sequences, and approaches. Spend time observing your SDR team and the sales department, looking for norms, standards, and practices. How does the top-performing SDRs set meetings? What value do the best-selling AEs focus on in their calls? Are buyers more responsive to e-mail or social introductions? Does a team start early or stay late? Focus on adding to your knowledge and developing a routine. Consistency is critical in sales. It's time to start developing the habits that will make you a rockstar seller. By month 3, you've gotten into a good professional rhythm and are becoming comfortable pitching, talking with customers, and understanding how you can position value. You're on the SDR now, it's time to start contributing towards that team goal; setting meetings and building pipelines for your AEs. Your codo will now be the same as a more experienced SDRs if it wasn't already. If you started off right, you probably have already been exceeding this codo and now expectations are catching up to your performance. You're ready. You've got the product knowledge and the routine, and now it's time to start making incremental improvements as you strive towards a whole new set of firsts, such as the first month top in the leaderboard, the first time getting a company-wide shout out from your AE, the first deal that you've source closing, the rush of sales is about to begin. Now isn't the time to stop learning or to undo the habits you've been working so hard to build, quite the contrary, lean into it, work harder, carefully manage your time, steep yourself in your product and industry, brush up on sales best-practices, listen to a podcast, research some hot subject lines, keep mirroring the successful sellers on your team, and work on becoming an expert in the space. Now that you've got the tools, the knowledge, and the process down, it's time to make a difference. The first three months as an SDR are going to fly by. You'll be a comfortable year to the role before you even know it. During this exciting time, think about the firsts and savor these moments. Whether it's your first Zoom call with the SDR team or working onto some amazing campus. Working in tech sales is truly special. Over the course of your career, you'll have the chance to work with some of the biggest companies, coolest clients, and most cutting-edge technology in the world, so make sure to set aside time to reflect and be grateful. The first three months are all about learning, creating, and contributing. It's time to set some meetings.