SDR training program: Eubrics’ 60-day plan and what ramp data exists for SDRs

A 60-day SDR training program has four skill areas (prospecting, discovery and qualification, objection handling, and product and tool knowledge), a week-by-week plan and three gates. Account executive ramp figures do not apply to SDRs, so this guide uses SDR data only: 3.0 months (The Bridge Group, 2025). Eubrics sells AI sales roleplay software for enterprise sales teams.

By Maxim Dsouza,

Key takeaways

• The four skill areas for new SDRs are prospecting, discovery and qualification, objection handling, and product and tool knowledge.

• The plan has nine rows (Weeks 1 to 8 and Days 57 to 60) and three certification gates for live calling.

• Progress is tracked in two groups, leading measures you can count early and lagging measures, with no numeric targets.

• The Bridge Group’s 2025 SDR report (10th edition, published February 6, 2025, 351 B2B companies) gives an average SDR ramp time of 3.0 months.

• Ramp is reported separately for each role, so an account executive ramp figure should not be used for SDRs.

Contents

1. What should an SDR training program include?

2. What does a 60-day SDR training plan look like week by week?

3. What should a daily SDR practice block include?

4. When is a new SDR ready for live calling?

5. What metrics should I watch in an SDR’s first 60 days?

6. How long until an SDR is productive?

7. Frequently asked questions

8. Conclusion

An SDR training program should cover four skill areas, follow a week-by-week plan and set three gates before live calling. Gartner defines a sales development representative (SDR) as someone who finds buyers through outreach and qualifies incoming leads. G2 says some companies use the BDR title for the same role and others split it by outbound work. Here is Eubrics’ suggested framework, in four skill areas:

• Prospecting: finding accounts and starting cold calls and emails.

• Discovery and qualification: asking questions and checking fit before a meeting.

• Objection handling: answering buyer pushback clearly.

• Product and tool knowledge: the offer, the buyer, the CRM and the calling tools.

A 60-day SDR training plan runs eight weekly stages and a four-day closing review, moving from product and tool knowledge to prospecting, discovery and qualification, objection handling and full call practice. Days 57 to 60 hold the closing review, so the plan covers 60 days in nine rows. Use it as an SDR onboarding checklist and let the manager adjust the pace.

A daily SDR practice block holds one or two focused tasks: a drill, an AI roleplay, a call-listening task or a call review. A drill repeats one skill, such as the opener. A roleplay runs a full simulated conversation. Call listening means hearing real calls with a manager’s notes. A call review goes through one of the SDR’s own calls with feedback. The manager sets the length of each block. On its product page, Eubrics describes AI customer bots for practicing cold calls, discovery conversations and inbound leads, with instant coaching on objection handling, discovery and closing.

A new SDR is ready for live calling after passing Gate 1 of three certification gates; the manager sets each pass standard.

1. Before the first live call: the SDR can deliver the opener and answer the first objection in a roleplay, judged against a written checklist.

2. Before higher call volume: the SDR can run a short discovery conversation and a qualification check.

3. Before working unassisted: the SDR has had calls reviewed with feedback and made the agreed changes.

See our guide to internal sales certification for writing the rubric and pass standard. Competency scoring tools exist for this; the Eubrics product page describes custom competency scorecards.

Watch two groups of measures in an SDR’s first 60 days: leading measures you can count early and lagging measures that show results later.

Leading measures:

• Calls and emails made each day

• Meetings booked each week

• Practice blocks completed

• Gate checklist results

Lagging measures:

• Meetings held

• Qualified opportunities created

• Pipeline value generated

The Bridge Group’s 2025 report (351 B2B companies) gives median total daily activities as 112: 44 phone, 41 email, 19 LinkedIn and 8 text or other. Its public page does not split activity by weeks in role, so this plan sets no targets.

The Bridge Group’s 2025 SDR report gives an average SDR ramp time of 3.0 months. The figure comes from the 10th edition of its SDR research, published February 6, 2025, based on an online survey of 351 B2B companies in 2024 and 2025. It is an average of survey answers; the public page gives no definition of ramp and calls the data observational, with a sample that skews toward companies with engaged sales development leadership. The 60-day plan is shorter than that average ramp, so it covers the start of ramp, not all of it. The Bridge Group opened its 11th-edition SDR survey on October 20, 2026; we found no published results as of November 9, 2026. The Bridge Group reports ramp by role, so our ramp benchmarks article’s account executive figure does not apply.

How do you train new SDRs?

Train new SDRs in weekly stages over a 60-day plan. Start with product and tool knowledge, then teach prospecting, discovery and qualification, and objection handling, and finish with full call practice and review. Each week has a daily practice block, and three certification gates decide when a new SDR makes live calls, takes higher call volume and works unassisted.

What should an SDR training program include?

An SDR training program should include four skill areas: prospecting, discovery and qualification, objection handling, and product and tool knowledge. It should also include a week-by-week plan with a daily practice block, three certification gates for live calling, and two groups of metrics, leading and lagging.

How long until an SDR is productive?

The Bridge Group’s 2025 SDR report gives an average SDR ramp time of 3.0 months, from an online survey of 351 B2B companies. It is an average of survey answers. The 60-day plan is shorter than that average ramp, so it covers the start of ramp, not all of it.

When is a new SDR ready for live calling?

A new SDR is ready for live calling after passing Gate 1 of three certification gates. Gate 1 asks the SDR to deliver the opener and answer the first objection in a roleplay, judged against a written checklist. Gate 2 comes before higher call volume, and Gate 3 comes before working unassisted. The manager sets the pass standard for each gate.

What metrics should I watch in an SDR’s first 60 days?

Watch leading measures you can count early, such as daily calls and emails, weekly meetings booked, practice blocks completed and gate checklist results. Then watch lagging measures: meetings held, qualified opportunities created and pipeline value generated. This plan sets no numeric targets, because the Bridge Group’s public page does not split activity by weeks in role.

Can I use the account executive ramp time for SDRs?

No. The Bridge Group reports ramp separately for each role, so an account executive figure does not apply to SDRs. For SDRs, its 2025 SDR report gives an average of 3.0 months, based on a survey of 351 B2B companies. If you need a ramp figure for another role, find a source for that role.

A sound SDR training program has four skill areas, a nine-row plan and three gates, and it relies on SDR-specific ramp data only: 3.0 months in The Bridge Group’s 2025 report. AI roleplay can run the practice blocks in this sales development training plan. To see how it works, explore Eubrics AI sales roleplay or Get a demo.