Gitlab hero border pattern left svg Gitlab hero border pattern right svg

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](/handbook/sales/vision-demo/): Idea to Production
1. [ ] Read [GitLab Direction](/direction/)
1. [ ] Read the [Handbook](/handbook/)
1. [ ] Study GLU: [GitLab University](https://docs.gitlab.com/ee/university/)
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/people-ops/employment/blob/master/.gitlab/issue_templates/onboarding.md)

#### 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://docs.gitlab.com/ee/university/)
1. [ ] SFDC Training TBD
1. [ ] [Sales Process](/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](/company/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](/company/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 Clearbit
- 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://docs.gitlab.com/ee/university/)
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](/company/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](/company/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 Clearbit
- 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.