The 2026 SDR Manager Checklist

The 2026 SDR Manager Checklist

Strong sales development managers in 2026 are not superheroes. They are disciplined operators. They do the same few things well, every week, with the help of AI coaching signals that tell them where to focus.

This checklist reflects how high-performing managers structure their work when AI coaching is embedded into daily execution.

Daily Manager Checklist

Each day should start with insight, not inbox. Managers should:

• Review AI coaching signals to identify reps who need attention today
• Identify one to two specific skills or behaviors to reinforce or correct
• Use Orum’s Coaching Portal to review conversation patterns rather than isolated calls
• Prepare one concrete coaching moment per rep they plan to engage
  
  

The goal is not to monitor everything. The goal is to enter the day knowing exactly where coaching will have the most impact.

Weekly Manager Checklist

Each week, managers should ensure they are progressing skills, not just tracking numbers. Managers should:

• Review conversation-level trends across the team
• Identify top-performing behaviors worth replicating
• Spot recurring breakdowns in openings, objections, or next-step creation
• Align coaching focus with pipeline outcomes, not activity volume
• Share insights with enablement on what is working and what is not

This is how coaching becomes systematic instead of reactive.

Monthly Manager Checklist

Monthly, managers should step back and recalibrate. Managers should:

• Assess whether coaching focus areas are improving over time
• Review ramp progress for new hires through conversation quality, not just output
• Evaluate which skills need deeper enablement support
• Adjust team priorities based on what the data is showing in live conversations

This ensures coaching stays aligned with reality as markets and messaging evolve.

The Weekly Rhythm of a High-Impact SDR Team

Great sales development teams run on rhythm. Predictable cycles create clarity for reps and managers alike. AI coaching strengthens these rhythms by grounding them in real performance data.

Below is a modern weekly cadence designed for 2026.

Monday: Focus and Prioritization

Monday is about intention. Managers should:

• Review AI insights from the prior week
• Set one to two coaching themes for the team
• Reinforce account and persona prioritization
• Align outbound focus to pipeline goals

Reps should leave Monday knowing exactly what “good” looks like for the week.

Tuesday Through Thursday: Execution and Micro-Coaching

These are execution-heavy days. Managers should:

• Observe AI coaching signals in near real time
• Deliver short, targeted coaching nudges
• Reinforce positive behaviors as they happen
• Avoid saving all feedback for formal meetings

This is where AI coaching creates leverage. Small corrections compound quickly when delivered in real time.

Friday: Reflection and Reinforcement

Friday is about learning, not punishment. Managers should:

• Review conversation trends across the week
• Highlight examples of effective execution
• Reinforce what worked and why
• Capture insights to inform next week’s coaching focus

This closes the loop between execution and improvement.

How AI Coaching Transforms 1:1 Meetings

In many organizations, 1:1s are the most underutilized asset in sales development.

Without AI coaching, 1:1s drift toward:

• Pipeline updates
• Activity explanations
• Tactical fire drills

With AI coaching, 1:1s become development engines.

A 2026 1:1 Structure

A modern 1:1 should follow a simple structure.

First, review one to two conversation moments surfaced by AI. These should be specific and tied to outcomes.

Second, discuss what the rep did well and where improvement is needed. Anchor feedback in observable behavior, not opinion.

Third, agree on one focused adjustment for the coming week. Not five. One.

Finally, reinforce confidence. Coaching should leave reps clearer and more capable, not overwhelmed. This structure keeps 1:1s productive, repeatable, and growth-oriented.

Turning Coaching Into a Daily Advantage

The biggest shift in 2026 is that coaching is no longer episodic.

With Orum’s AI coaching approach, coaching becomes:

• Continuous instead of occasional
• Objective instead of subjective
• Scalable instead of manual

Managers no longer need to choose between inspecting numbers and developing people. They can do both, because AI surfaces exactly where development will move the needle.

From Process to Progress

Process will always matter in sales development. But process alone does not create pipeline. Progress comes from better decisions, better conversations, and better coaching.

By embedding AI coaching into daily workflows, weekly rhythms, and 1:1 meetings, sales leaders can finally align effort with improvement. This is how teams stop chasing activity and start building scalable pipeline.

This is the 2026 approach to sales development. And it is how Orum helps teams improve progress with AI, not just process.