Most training checklists list topics. A topic being covered is not evidence a rep can do the thing, and a checklist that records attendance tells a manager nothing at the point it matters.
This one lists observable checks. Every line is something a manager can watch happen, listen to, or read. If an item cannot be verified that way, it does not belong on a checklist.
The curriculum behind it is in SDR training: the Tenbound guide. This page is the verification layer on top of it.
Before day one
The rep cannot be trained into a system that does not exist yet. Verify these first, because every one of them is a manager problem rather than a rep problem.
- The ICP is written down, with the disqualifiers, not just the fit criteria.
- The target account list exists and is assigned.
- The sequences the rep will run are live and have been sent by someone else
first.
- CRM access, dialer, email, and the AI tools are provisioned and logged into.
- Someone owns this rep's coaching by name, with a recurring slot in the diary.
- The first-week call recordings will be reviewable. Confirm recording works
before it matters.
Day 30: can they represent us
The bar at 30 days is comprehension and safety, not performance.
- Explains the ICP in their own words, including who we decline and why.
- Names the three signals that make an account worth a call today.
- Delivers the first ten seconds of a cold call without reading it.
- Handles the two most common brush-offs without escalating tone.
- Writes a first-touch email that names a specific trigger for that account.
- Logs activity correctly, so their numbers can be trusted.
- Has listened to ten recorded calls, at least three of them their own.
Failing here is normal and is a coaching signal. Passing on a technicality is the expensive outcome.
Day 60: can they run the motion
- Books meetings from their own list without a manager selecting the accounts.
- Researches an account to a specific, current hook in under five minutes.
- Runs a full sequence without dropping steps under load.
- Uses the AI tools to draft and research, and can say where the draft was
wrong. A rep who never edits the AI output is not operating it.
- Qualifies out loudly. Count the disqualifications, not just the bookings.
- Hands a booked meeting to the AE with context the AE does not have to redo.
Day 90: can they hold quality
- Meeting-held rate is inside the team range, not just meetings booked.
- Meetings convert to a real next step, which is the only quality measure that
survives contact with the pipeline.
- Adjusts message by persona without being told to.
- Diagnoses their own weakest conversion step and names it before you do.
- Coaches a newer rep on one skill. Teaching is the strongest evidence of
competence.
The manager cadence that makes it hold
A checklist verifies. Only cadence sustains. Weekly, per rep:
- One call reviewed together, chosen by the rep, not by the manager.
- One skill coached. One, not a list.
- One number examined with the rep, not reported at them.
If the cadence slips, the checklist becomes a certificate for something that already decayed. The manager side of this is in SDR manager training.
What this checklist deliberately leaves out
- Product training. Necessary, and not sales development training. Keep it in
its own track so it does not absorb the coaching time.
- Tool tours. A tour is not operation. The checks above test operation.
- Certification. Useful after an internal playbook exists, not as a substitute
for one.
Where this sits
Training is the Mastery pillar of the Tenbound Pipeline Architecture Standard. The other five pillars decide whether the training has anything good to work with: a rep coached perfectly against a wrong ICP still fails.
Free to use and free to copy into your own onboarding doc. The one ask is attribution.