Best Habits for High-Performing SDRs

The best SDRs I’ve ever worked with, the ones consistently booking 20–30 qualified meetings per month — all share the same traits: 1. They treat sales like a process The top performers don’t wait for inspiration. They have a religious approach to execution. Time blocks in the calendar. Daily goals. Ruthless focus. They know that pipeline is math. They don’t hope for outcomes, they reverse-engineer them. So if it takes 100 touches to book 5 meetings, they map it out and hit the inputs. Every day. No shortcuts. 1. They master compounding The best reps don’t just “show up.” They get noticeably better every week. Their cold call opener gets tighter. Their follow-ups become more thoughtful. Their messaging feels sharper. And the thing is — you don’t need to tell them what’s broken. They’re already reviewing the tape, looking at reply rates, testing subject lines, and figuring it out before you even ask. That’s what we call compounding competence. And it’s the #1 differentiator between a top rep and everyone else. 1. They use AI to multiply themselves This is the unlock that most reps miss. The top SDRs at Forge don’t just rely on hustle. They build scalable outbound machines around themselves, powered by AI agents that do the heavy lifting. → One agent to handle inbox rotation and warm-up → Another to personalize outbound messages at scale → Another to enrich and verify leads in real-time → One more to track performance and optimize sequences They’ve built their own “sales tech stack” that runs 24/7. So while average reps are sending 50 templated emails a day, top reps are delivering 1:1 context at volume and booking more meetings with less noise. They’re not scared of AI. They’re pairing with it to become unreasonably efficient. 1. They obsess over the right metrics They don’t get distracted by open rates or vanity stats. They care about 3 things: - Replies - Bounce rate - Opt-out rate Because they know: if reply rates are strong, bounces are low, and unsubscribes are minimal, they’re talking to the right people, in the right way, at the right time. And if any one of those three is off? They stop. Diagnose. Fix the system. ——— So no…there’s no “7-step framework” that makes a top rep. But if you’re: - Improving every week - Scaling yourself with AI - Measuring what matters - And executing with discipline... Then yeah, you’ll probably outperform 99% of the market.

I've coached 100+ SDRs. 5 things I always see in top performers: 𝟭. 𝗘𝘅𝘁𝗿𝗲𝗺𝗲 𝗼𝘄𝗻𝗲𝗿𝘀𝗵𝗶𝗽 Top SDRs have a strong internal locus of control. They take full ownership of their results—good or bad—and focus on what they can control to win. 𝟮. 𝗥𝗲𝗽𝗲𝗮𝘁𝗮𝗯𝗹𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 Top SDRs follow a process religiously—one that delivers consistent, predictable results. They spend 80% of their time executing this process and 20% testing new ideas. 𝟯. 𝗥𝘂𝘁𝗵𝗹𝗲𝘀𝘀 𝘁𝗶𝗺𝗲 𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 Top SDRs don’t waste time in meetings or context-switching. They block their calendars around priorities and fiercely protect their prospecting time. 𝟰. 𝗢𝗯𝘀𝗲𝘀𝘀𝗶𝗼𝗻 𝘄𝗶𝘁𝗵 𝗰𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗶𝗺𝗽𝗿𝗼𝘃𝗲𝗺𝗲𝗻𝘁 Top SDRs never settle for hitting KPIs. They push to improve every day, sharpening their skills and conversions, knowing the path to promotion is competitive. 𝟱. 𝗣𝗿𝗼𝗰𝗹𝗶𝘃𝗶𝘁𝘆 𝗳𝗼𝗿 𝗲𝘅𝗽𝗼𝘀𝘂𝗿𝗲 Top SDRs go beyond their role—presenting in all-hands, leading campaign pilots, mentoring peers, running team sessions etc. By stepping up and initiating change, they learn new skills, gain mentors, and build an internal brand that opens doors. ♻️ Reshare if you think your network should see this.

Top achievers know this. Success doesn’t happen by chance. When you study top achievers, one thing stands out: their success isn’t a result of sudden breakthroughs, but of consistent, purposeful habits. Research shows that 40% of our daily actions are driven by habits, meaning the right habits can significantly boost your performance. Here are 11 habits that high performers swear by: 1/ Goal-Oriented ↳ Break down your goals into small, actionable steps. Set a weekly goal, like finishing one chapter of a book, to build momentum. 2/ Time Management ↳ Master time-blocking to prioritise high-impact tasks over the urgent ones. Use a Pomodoro timer - work for 25 minutes, then take a 5-minute break. 3/ Accountability ↳ Regular check-ins with a mentor or accountability partner keep you committed. Share your weekly goals with a colleague and review progress together every Friday. 4/ Sleep Importance ↳ Prioritise quality sleep to boost cognitive function and reduce stress. Aim for 7-8 hours of sleep, and try winding down with a book 30 minutes before bed. 5/ Networking & Influence ↳ Build meaningful connections consistently, not just when you need something. Attend one industry event each month, and follow up with new contacts over coffee. 6/ Energy Management ↳ Develop routines to maintain physical and mental energy throughout the day. Start your morning with 10 minutes of stretching to release tension and set your intentions. 7/ Focused Productivity ↳ Remove distractions and dedicate specific time blocks for deep work. Turn off notifications and use a “Do Not Disturb” mode during focused work sessions. 8/ Open to Feedback ↳ Seek feedback regularly and use it to improve continuously. Ask a colleague, "What’s one thing I can do better on this project?" and act on their advice. 9/ Strategic Risk Taking ↳ Step out of your comfort zone by taking small, calculated risks. Pitch a new idea to your team or try a different approach to a recurring task. 10/ Exercise ↳ Regular exercise improves brain function, enhances learning, and reduces stress. Incorporate a 20-minute walk into your lunch break to refresh your mind. 11/ Growth Mindset ↳ Turn setbacks into learning opportunities and keep pushing forward. Reframe a problem as a challenge - say, "I’m learning how to do this," instead of "I can’t do this." Want to become a high performer? Start with one habit today and build from there. ⬇️ Tell me below, which habit do you find the hardest to stick with? 💤 For me, it's always sleep - I never seem to get enough of it - even though I know I should! ♻️ Share this to inspire others to step up their game. 🔔 Follow Jen Blandos for more tips on high performance and success.

After breaking into tech sales I've learned the difference between a good SDR and bad one. Mindset & Attitude Good SDR: Approaches outreach with curiosity, persistence, and resilience. Sees rejection as part of the process and learns from every call and email. Bad SDR: Takes rejection personally, gets discouraged easily, and blames external factors for lack of results. Cold Calling & Communication Good SDR: Listens more than they talk, asks thoughtful questions, and guides the conversation towards identifying pain points. Bad SDR: Reads off a script without adapting, talks too much, and focuses on features instead of PAIN points. (I'm guilty of this one) Follow-ups & Persistence Good SDR: Has a structured follow-up process, uses multiple channels (calls, emails, LinkedIn), and remains professionally persistent. Bad SDR: Gives up after one or two attempts and doesn’t track or optimize follow-ups. Pipeline & Time Management: Good SDR: Keeps the pipeline full, prioritizes all accounts, and is disciplined with time management. Bad SDR: Spends too much time on low-quality leads or busywork instead of REVENUE-generating activities. Coachability & Growth Good SDR: Seeks feedback, learns from AEs/peers, and continuously refines their approach to EVERYTHING. Bad SDR: Thinks they know it all and resists coaching.

If I were a brand new SDR, I would make sure I accomplish at the very least the following in my first 6 months: 𝗠𝗼𝗻𝘁𝗵 𝟭 - 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘁𝗵𝗲 𝗽𝗮𝗶𝗻 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲𝘀 𝗮𝗻𝗱 𝗵𝗼𝘄 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝘀𝗼𝗹𝘃𝗲𝘀 𝗶𝘁. This is your foundation. Without knowing the problems your prospects face, your outreach won’t resonate. 𝗠𝗼𝗻𝘁𝗵 𝟮 - 𝗣𝘂𝘀𝗵 𝗵𝗶𝗴𝗵 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝘆. Focus on having as many conversations as possible. The more conversations you have, the faster you'll learn what works. 𝗠𝗼𝗻𝘁𝗵 𝟯 - 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘄𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝗳𝗼𝗿 𝘆𝗼𝘂. Did your emails get more responses, or did your calls? Figure out where you're most effective and why. 𝗠𝗼𝗻𝘁𝗵 𝟰 - 𝗗𝗼𝘂𝗯𝗹𝗲 𝗱𝗼𝘄𝗻 𝗼𝗻 𝘆𝗼𝘂𝗿 𝘀𝘁𝗿𝗲𝗻𝗴𝘁𝗵𝘀. Take what worked in Month 3 and refine it. If calls are your strength, become the best cold caller on your team. 𝗠𝗼𝗻𝘁𝗵 𝟱 - 𝗪𝗼𝗿𝗸 𝗼𝗻 𝘆𝗼𝘂𝗿 𝘄𝗲𝗮𝗸𝗻𝗲𝘀𝘀𝗲𝘀. If one channel isn’t working for you, invest time in improving it. This is where you start to become a well-rounded SDR. 𝗠𝗼𝗻𝘁𝗵 𝟲 - 𝗦𝗵𝗶𝗳𝘁 𝗳𝗼𝗰𝘂𝘀 𝘁𝗼 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵. Less focus on raw activity and more on targeting the right accounts. Know why you're reaching out and tailor your approach accordingly. As I hit 6 months in my role, this is the high-level playbook I've been following. Like everything in sales, there is no silver bullet, but this approach has helped me build a strong foundation. LinkedIn Fam - What do you think is the most important thing to hone in on during your first 6 months of an SDR role?