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SDR playbook template for a SaaS sales team

Want it built for you? The SDR Programme Playbook has a Health Check, a handover module and an operating rhythm module, £29 + VAT.

An SDR playbook is one shared document. It says how your team finds, contacts and hands over leads. A SaaS team usually needs it once it has more than two or three SDRs.

Work out what an SDR costs you at your quota. Free calculator, runs in the browser.Open the calculator

Sections to include

  1. Who you sell to: roles, company sizes and the triggers that make a buyer ready.
  2. Lead rules: which leads go to which SDR, and how fast each one gets a reply.
  3. Outreach: call, email and LinkedIn sequences with example messages.
  4. Handover: what an account executive needs before accepting a meeting.
  5. Metrics: the weekly numbers and who reviews them.
  6. Pay and ramp: quota, pay mix and the first 90 days.
  7. Coaching: how calls are reviewed and how often.
Free: the SDR KPI Cheat Sheet. The KPI tree, 15 sourced benchmarks, an early warning checklist and a capacity model. Two printable pages. Get it free

Who owns each section

Give every section one owner and a review date. The SDR manager owns outreach and coaching. Sales operations owns lead rules and metrics. The account executive lead owns handover.

Start small

Write the handover and lead rules first. They cause the most friction between SDRs and AEs. Add one section a week.

See the Notion playbook template guide for a longer walk-through, and the meeting handoff notes for the handover fields.

Next step: set your weekly numbers with the free SDR KPI cheat sheet.

Questions

What is an SDR playbook?

One shared document. It covers who the team contacts, how, and how a lead reaches an account executive.

How long should an SDR playbook be?

Short enough that reps read it. Start with handover and lead rules, then add a section a week.

Can I build one in Notion?

Yes. Notion works on the free plan and lets the team edit one page.

Also: SDR tech stack checklist.

SDR and BDR playbook template

What a good playbook includes, and how to build it in Notion.

SDR team structure

SDR to AE ratios, span of control and when to add a team lead.

SDR and BDR KPIs

What to measure, and 2024-2025 benchmarks to sense-check against.

The SDR Programme Playbook

Turn this into a programme you can run

Module 1 is a Programme Health Check. Module 4 covers the SDR to AE handover. Module 7 sets the operating rhythm. £29, one payment, plus VAT for UK and EU buyers.

Get the playbookSee what's inside

Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.