How to become a top performing SDR

Entering the world of sales development can be both exciting and daunting. As a Sales Development Representative (SDR), your role is critical to the success of your organization, and it demands a strategic approach, relentless focus, and a commitment to continuous improvement. But what does “good” truly look like for an SDR? How can you ensure that every day, week, and call you make drives tangible results?

In the fast-paced, target-driven environment of sales development, mastering the basics isn't enough. You need a solid foundation built on effective habits, a structured workflow, and an adaptable mindset. Top-performing SDRs don’t rely on luck; they succeed through careful planning, efficient use of time, and an unwavering dedication to their craft. The difference between an average rep and an exceptional one lies in optimizing daily routines, researching effectively, executing with precision, and refining skills constantly.

To give you a comprehensive roadmap, we’ve gathered insights from three high-achieving Orum SDRs: Skye Grace, Sean Butler, and Brayton Riley. Each of them has developed their own strategies and routines that have set them apart. Skye focuses on intentionality and self-care to start her day strong, Sean emphasizes organization and getting into a flow state, and Brayton shares her meticulous approach to prospecting and staying prepared.

This guide will break down what a successful day looks like for an SDR, from the moment you start your morning routine to the strategies you use for prospecting and call execution. Whether you’re brand new to the role or looking to fine-tune your approach, these practical and battle-tested tips will help you maximize your performance and set yourself up for consistent success. Let's dive in and learn how to transform your daily habits into a winning strategy that yields results.

Step 1: Own Your Morning

Your morning sets the tone for the rest of your day. Establishing a routine that fuels productivity and focus is crucial.

Self-Care Before Work

• Skye’s “Woo Before the Do”: Skye believes in starting the day by prioritizing self-care. “It can be as simple as having a cup of coffee, going for a walk, or meditating,” she explains. “When you take care of yourself first, you show up ready to give your best.” This small investment in yourself can lead to a more engaged and productive workday.

Setting Up for Success

• Sean’s Open Shop Routine: Sean kicks off his day with a 15-minute “open shop” block. “This is my time to clear my inbox, organize my accounts, and set my intentions,” he shares. “Getting organized first thing makes the rest of the day smoother.” By planning his priorities early, Sean sets a strong foundation for the day ahead.
• Skye’s To-Do Lists: Skye emphasizes the power of writing out a to-do list. “List your KPIs and the little and big things you want to accomplish,” she says. “At the end of the day, check off what you’ve completed and move the rest to the next day.”

Step 2: Master Time Management

One of the most significant challenges for SDRs is managing time effectively. Using time blocks can make a world of difference.

Calendar Blocking

• Skye’s Strategy: “Time block your calendar and color-code it,” Skye recommends. “That way, you know exactly where your time is going.” She warns that without a structured schedule, you could easily lose hours chatting with colleagues on Slack.
• Brayton’s Morning Routine: Brayton starts her day with a UK call block from 8:00 to 8:30 a.m., two to three times a week. After a morning meeting, she dedicates time to account selection. “Mondays are for hitting it hard and figuring out which accounts I’ll target for the week,” she says. “I block off the rest of the day for prospecting, research, and call blocks.”

Minimizing Distractions

• Sean’s Tab Grouping Method: Sean admits that keeping too many tabs open can derail his focus. “I group my tabs. I have a tab group for prospecting, and I close anything unrelated to work, like LinkedIn or the leaderboard.” Clearing distractions is key to staying in a flow state, especially when prospecting.

Step 3: Approach Prospecting with Precision

Prospecting is a core part of the SDR role; how you approach it can impact your results.

Smart Prospecting

• Brayton’s Diversified Methods: To avoid getting into a rut, Brayton mixes up her prospecting. “I use closed-lost opportunities, job postings on sites like Welcome to the Jungle, and website visitor data,” she explains. “Switching it up keeps things fresh and prevents me from getting into a funk. It also ensures I’m not using the same accounts repeatedly and burning through contacts.”
• Sean’s Hidden Gems: Sean also taps into old opportunities and Salesforce conversation history. “Close-lost accounts are low-hanging fruit,” he says. “But the real hidden gems are in our Salesforce notes. I use keyword searches to find follow-up conversations, like when someone mentioned they’d be ready to talk in Q1.” This simple step ensures your outreach is personalized to the account and contact.

Step 4: Execute Flawless Call Blocks

Making calls is central to the SDR role, but it’s not just about volume—it’s about execution.

Preparing Your Call List

• Brayton’s Strategy: “I save my best prospects for CallWars,” Brayton explains. “I prioritize people in the first or second step of a sequence because they’re more likely to answer.” She maximizes her chances of success during critical call times by saving these high-potential contacts.
• Skye’s Pre-Call Ritual: To get into the right mindset, Skye suggests playing music or doing something that energizes you. “Before you start calling, snooze your Slack, close your tabs, and focus,” she says. This helps eliminate distractions and ensures you’re fully engaged.

Staying in the Zone

• Active Listening: “Being present and actively listening is key to booking meetings,” Skye emphasizes. She suggests tuning out distractions and truly engaging with the person on the other end of the line. “You can’t book meetings if you’re not hearing what your prospect is really saying.”

Step 5: Prioritize Follow-Up and Pipeline Maintenance

Keeping your pipeline healthy is just as important as booking new meetings. Reps vary their strategies here; you will want to focus on what works best for you. Sean mentioned earlier that getting into a flow state means waiting until the end of the call block to perform follow-up tasks. If you have more experience prospecting, like Skye, you may feel comfortable pausing your call list and performing those follow-up tasks immediately.

Diligent Follow-Up

• Skye’s Instant Follow-Up: “If someone says to follow up via email, I do it immediately,” Skye says. “Sending an email right after a call and setting a reminder shows you’re reliable and builds credibility.” This attention to detail can make a big difference.
• Brayton’s End-of-Day Routine: Brayton ends her day by prospecting and setting up for tomorrow. “I review my accounts, add cold prospects to my list, and get everything ready for the next day,” she shares. This routine ensures she starts each day prepared.

Pipeline Organization

• Sean’s Reminder: “What goes out must come in,” Sean says. As you book meetings, you need to refill your pipeline. He emphasizes the importance of continuous prospecting to keep momentum high. Remember that you’re not just building pipeline for your Account Executives but for yourself as well.

Step 6: Commit to Continuous Improvement

Top SDRs never stop learning and improving. They find ways to refine their approach and share knowledge with the team.

Learning from Peers

• Skye’s Knowledge Sharing: Skye advocates for a shared document where everyone contributes their best practices. This shared document is a perfect place for people to share prospecting tips, objection handling, and other elements that help them hit quota. “It shouldn’t just be one top-performing rep keeping secrets,” she says. “We all learn from each other, whether it’s handling objections or refining our pitches.”
• Brayton’s Collaboration: Brayton echoes this sentiment. “We have to work together and share insights to keep evolving,” she says. “Sometimes, a new way of handling an objection can make all the difference.”

Being a successful SDR is about more than just showing up and doing the work. It’s about having a strategic, thoughtful approach to every aspect of your role—from how you manage your time to how you engage with prospects.

As Skye reminds us, “It’s about being disciplined, adaptable, and always ready to refine your approach.” With the wisdom and tips from top-performing SDRs like Skye, Sean, and Brayton, you’re well-equipped to tackle each day like a pro.