How to Succeed Fast as a New SDR: Lessons from an Orum sales rep
Starting a new SDR role can feel like stepping into a whirlwind—new tools, team, and targets. But for Katherine Tennyson, a recent addition to the SDR team at Orum, the ramp-up wasn’t just fast—it was unforgettable.
Katherine joined Orum with a background in staffing and sales, but even with that experience, becoming an SDR at a new company can be daunting. In her words, her first few weeks were “a whirlwind”—but also filled with support, connection, and rapid learning.
Hit the Ground Running: Sales Onboarding that Works
Orum’s onboarding process is designed not just to teach the basics, but to immerse new hires in the actual day-to-day rhythm of the role. Katherine described it as “pretty thorough” and immediately useful. “I spent a lot of time getting familiar with the tools...and shadowing SDRs, which helped get a feel for the pace and types of conversations I’d be having myself,” she shared.
On Day One, Katherine boarded a plane to Austin for Orum’s RKO. “I met everyone in person on day one. I know that’s not a typical day one for most people, but that was very memorable for me.” Despite working in a fully remote role, that immediate face-to-face connection helped her feel part of the team. “Getting to meet everyone in person first made it really easy to have a feel for everyone’s quirks and how they are outside of work.”
A Culture That Cares From the Top Down
Connecting with your coworkers early and often is crucial to early sales success. The SDR role comes with myriad challenges, but they’re made easier when you can understand how your teammates attack their days.
“Everyone has been willing to jump in and help,” Katherine emphasized. Even Orum’s executive team takes time to ensure new reps fully understand messaging and talk tracks. “It’d be easy to assume that a CEO and SVP would want nothing to do with a new SDR other than my numbers...but that is so far from the truth. I’ve had multiple conversations with Colin and Jason...they’re even helping craft my responses via Slack.”
That access and support help new SDRs feel empowered, not isolated. And when you're trying to make 100+ cold calls a day, that emotional and tactical backup is priceless.
From Cold Calls to Closed Pilots
Katherine went from ramping to real results in just her first few weeks. One of her most memorable early wins came from persistence—and a bit of strategic honesty.
“I’ve been trying to hunt down the CEO and founder of a staffing company,” she said. “Every single time she answered and said, ‘Sorry Katherine, I’m so busy,’ and hung up.” But on her tenth attempt, Katherine tried something different. “I said, ‘Look, I know you’re going to hang up on me right now...’” That got the CEO’s attention.
The call turned into a referral, which turned into a 20-minute conversation, which turned into a demo. Now, they’re discussing next steps in a pilot. “It’s such a win and feels so good,” Katherine said. “But then them being interested in the product—that’s even better.”
Katherine’s Advice to New SDRs
If you’re just starting in sales or starting fresh in a new company, Katherine has two pieces of advice:
- Stop overthinking and start doing. “I’m a big over-thinker,” she admitted. “But just start doing. It’s far more valuable than sitting there and trying to perfect every single step.”
- Focus on the process, not just the outcome. “Celebrate the small wins. You mastered your pitch? Awesome. You didn’t fumble in objection handling training? Incredible. The meetings will come as a natural result of putting in the work.”
Her mindset? Embrace the learning curve. “Some people ramp quick, some people take longer. It’s okay to make mistakes, because each time you do, that’s something you’re never going to forget. As long as you learn and grow, those mistakes are extremely vital to the process.”
How Orum Reduces Ramp Time
Katherine’s story is proof that Orum doesn’t just give SDRs a dialer. We give them a team, a process, and a platform built for speed. From top-down coaching to real-time support and immediate access to leadership, our culture helps SDRs succeed fast.
