BDR Onboarding Checklist

Checklist for Onboarding New BDR Hires

Create issue for new hire in marketing with following checklist.

### Week 1

1. [ ] Watch [Intro to Git](https://www.codeschool.com/users/sign_in) video
1. [ ] Watch the [Vision Demo](https://about.gitlab.com/handbook/sales/vision-demo/): Idea to Production
1. [ ] Read [GitLab Direction](https://about.gitlab.com/direction/)
1. [ ] Read the [Handbook](https://about.gitlab.com/handbook/)
1. [ ] Study GLU: [GitLab University](https://university.gitlab.com/)
1. [ ] Create an email signature [Sample](https://docs.google.com/document/d/1NvfC4a26G0WZwxB1K2oeXyGvI0DGqy-LbTKa9iPP6kU/edit)
1. [ ] Open Salesforce welcome email and activate account
1. [ ] Open Collabspot welcome email and activate account
1. [ ] Schedule time with your assigned mentor
1. [ ] Complete [General Onboarding Issue](https://gitlab.com/gitlab-com/peopleops/issues/)

#### By the end of your first week you should (know) and be able to do the following:

- What is GitLab (from a high level)
- Create and assign merge requests (from your onboarding issue)
- Sign in to SFDC (Salesforce.com)
- Sign in to Linkedin

### Week 2

#### Training

1. [ ] Study [GitLab University](https://university.gitlab.com/)
1. [ ] SFDC Training TBD
1. [ ] InsideView Overview TBD
1. [ ] [Sales Process](https://about.gitlab.com/handbook/sales/) and [Qualification](https://docs.google.com/document/d/1GR0v4cvBYUoTSn66kVAqzY5q_imWbDWW4ifo7ag6Gow/edit#heading=h.ebl8fraqpynv)
1. [ ] Prospecting 101 by Scheduled Chet

### For Inbound BDR's

1. [ ] Message 200 inbound leads that you'll receive starting this working week
1. [ ] Add these suggested [canned responses](https://docs.google.com/a/gitlab.com/document/d/1EektuIAJKo9fBe-EiAnPR3BHhlkdaWE4wqG2z3QuP5o/edit?usp=sharing) to your gmail for quick replies
1. [ ] Create SFDC tasks for the leads you choose to work
1. [ ] Create a task list in SFDC of at least 15 leads
1. [ ] Shadow 3 Inbound BDRs for one hour (See [Team Page](https://about.gitlab.com/team/))

#### Metrics

1. [ ] Convert your first SQL
1. [ ] Make 25 Prospecting Calls
1. [ ] Send 25 Prospecting Emails

### For Outbound BDR's

1. [ ] Mine 5 leads each day using Linkedin Sales Navigator and Inside View then add them as contacts to SFDC
1. [ ] Create tasks for each contact
1. [ ] Create a task list in SFDC of at least 25 contacts/leads
1. [ ] Shadow 3 Outbound BDRs for one hour (See [Team Page](https://about.gitlab.com/team/))

#### Metrics

1. [ ] Make 50 Prospecting Calls
1. [ ] Send 25 Prospecting Calls
1. [ ] Add 25 New contacts to your task list
1. [ ] Convert first SQL

#### By the end of your second week you should (know) and be able to do the following:

- Create tasks for leads within SFDC (inbound)
- Maintain a task list of at least 15 leads (inbound)
- How to manage your task list in SFDC
- Create and add contacts to SFDC (outbound)
- How to use InsideView
- Craft a basic response email
- Be assigned a list of accounts to work by your Team lead (outbound)

### Week 3

#### Training

1. [ ] Study [GitLab University](https://university.gitlab.com/)
1. [ ] Manager Session
1. [ ] BDR Ongoing Training (Friday)

### For Inbound BDR's

#### To Do List

1. [ ] Start receiving live leads
1. [ ] Schedule time with 3 AE's to collaborate and learn about lead management **Note** There is no agenda for this meeting, attend prepared with questions
1. [ ] Develop a healthy task list of at least 25 leads to target
1. [ ] Sit in on three discovery calls with the AE's (See [Team Page](https://about.gitlab.com/team/))

#### Metrics

1. [ ] Generate three SQLs
1. [ ] Send 50 Prospecting Emails (See Endnote [1](#end1))

### For Outbound BDR's

#### To Do List

1. [ ] Schedule 30 minutes with the AE’s that own your accounts (Accounts will assigned to you by your team lead) to collaborate, strategize, and plan.
1. [ ] Have a healthy task list of at least 30 contacts/leads to target
1. [ ] Sit in on three discovery calls with the AE's (See [Team Page](https://about.gitlab.com/team/))

#### Metrics

1. [ ] Generate three SQLs
1. [ ] Make 100 Prospecting Calls
1. [ ] Send 50 Prospecting Emails
1. [ ] Add 25 new contacts to your list (See Endnote [1](#end1))

#### By the end of your third week you should (know) and be able to do the following:

- Convert leads into opportunities (Inbound)
- Create and add contacts to SFDC (Outbound)
- How to manage your task list in SFDC
- How to use InsideView
- How to BDR

### Endnotes

[1]<a name="end1"></a> We do not have minimum call/email metrics that you are held against. Be tenacious in your efforts. Remember the more at bats you have the better chance you have of hitting a home run. The numbers reflected above are best practices to get you ramped and ready for your everyday workflow.