The SDR Programme Playbook
Free SDR playbooks teach reps how to prospect. This one is for the person running the team: the definitions, SLAs, handover rules, comp plan and KPIs that decide whether the programme works.
Most SDR programmes don't fail because the reps are lazy. They fail because nobody agreed what a good meeting is, leads sit untouched for days, AEs ignore half of what gets handed over and the comp plan rewards the wrong thing. This Notion playbook fixes those problems in order.
Built from real programme work 🏗️
This isn't theory from a blog post. It comes from the working notes of a global SDR programme manager who ran sales development across EMEA, the Americas and APAC: redesigning the comp plan, rolling out lead SLAs and a lead clean-up, rebuilding dashboards for leadership, managers and reps, and running tool evaluations and data trials.
Every framework here comes from that work, stripped of company specifics so you can reuse it in your own team.
Build it. Run it. Fix it.
Fourteen modules, six working trackers and a 90-day roadmap, ready to duplicate into Notion. £49, one payment.
6 trackers that do the maths 🧮
This isn't a PDF you read once. Six working Notion databases do the heavy lifting from day one.
Enter OTE, split and quotas. Payouts with accelerator tiers calculate per rep, per month.
Score nine weighted criteria and get an automatic hire or no-hire verdict.
Four ready-made cadences (33 steps) for inbound, outbound, events and re-engagement.
A board with 21 starter actions across all 14 modules. Add owners and dates.
Every metric with a definition and target that flags on track or behind.
Score every tool and get Keep, Watch or Review.
What's inside: 14 modules 🗂️
Score seven areas, find what's really broken and follow a 30, 60 and 90-day plan.
Entry and exit rules from MQL to SQO, four qualification checks and a fixed list of disqualify reasons.
P1 to P4 response tiers, a routing order of checks, an escalation ladder, a routing-tool checklist and a clean-up blitz.
Who runs discovery, what each side commits to, the weekly stalled-meeting review and scripts.
A KPI tree, 2025 benchmarks to sense-check against, a sample leadership dashboard, early warning signs and a KPI library.
Four pay models, 2025-26 pay benchmarks for the UK, US and Europe, accelerators and clawbacks, and a comp calculator that does the maths.
The meeting cadence, a team call agenda, a 1:1 template and a monthly win book.
A stack map, five checks for any new tool, a 1,000-contact data trial, a data hygiene programme and a tool scorecard.
Four ready-made cadences in a cadence builder, openers that work, exit rules and UK, EU and US compliance basics.
An interview scorecard that does the maths, a role-play brief, a 30/60/90 plan, certification and a career ladder.
Fit vs engagement, a grade x score action matrix, starter point values and recycle rules.
Surge thresholds, plays by account state, a rollout checklist and a first ABM pilot with a holdout.
What AI SDR agents do well and badly, hybrid models, an evaluation checklist and a pilot design.
Territory models, book sizing from capacity, fill-in rules of engagement and conflict fixes.
Plus: a one-page quarterly scorecard for leadership and a 90-day roadmap board with 21 starter actions already loaded. ✅
Built for 🧑💼
SDR Managers (some teams call them BDR Managers), Sales Development Programme Managers, Heads of Sales Development, RevOps and Sales Ops leads, founders hiring their first SDRs and senior SDRs stepping up to team lead.
Why it's different
- Manager-level, not rep-level. Prospecting scripts are everywhere and free. Running the programme is what nobody writes down.
- Trackers that do the maths. The comp calculator works out payouts with accelerators, the interview scorecard gives a hire verdict, the KPI library flags on track or behind and the tool scorecard says Keep, Watch or Review.
- Current benchmarks, sourced. 2024-2026 data on speed-to-lead, activity, conversion, pay and AI, with the source and year on every number.
- Ready to use today. 21 roadmap actions and four cadences loaded, plus a lead clean-up announcement you can send as it is.
Questions
Who is this for?
SDR managers, sales development programme managers, heads of sales development, RevOps leads and founders hiring their first SDRs. It works for inbound, outbound or blended teams in B2B SaaS and tech.
What do I actually get?
A Notion template with fourteen modules, a bonus quarterly scorecard and six working trackers: a 90-day roadmap board, a KPI library, a tool scorecard, a cadence builder with four ready-made cadences, an interview scorecard and a comp calculator. You duplicate it into your own workspace in about two minutes.
Do I need a paid Notion plan?
No. A free Notion account is enough.
Is this tied to a particular CRM?
No. The frameworks work with Salesforce, HubSpot or any CRM. Tools are mentioned only as examples.
Can my whole team use it?
Yes. The licence covers use inside your own team or company. Please don't share it outside.
Build it. Run it. Fix it.
Fourteen modules, six working trackers and a 90-day roadmap, ready to duplicate into Notion. £49, one payment.