Reducing New‑Hire Ramp Time by 40%

How a mid-market SaaS company transformed SDR onboarding with AI‑powered call simulations.

The Challenge

A mid-market SaaS company with a 120-person sales team was hiring 15–20 new SDRs every quarter. Their traditional onboarding program took 12 weeks before a new rep made their first confident cold call. During that time, new hires shadowed senior reps, attended classroom sessions, and practiced with role-play partners, but the quality was inconsistent and feedback was delayed.

The VP of Sales Enablement identified three core problems: inconsistent training quality depending on the mentor assigned, slow feedback loops that let bad habits form, and no objective way to measure readiness before putting reps on live calls.

How Call Flow Was Implemented

1. Custom Scenarios Built: The enablement team created 12 scenarios matching their most common buyer personas and objection patterns, from cold-call openers to discovery-call deep dives.
2. Progressive Difficulty: New hires started with friendly prospects on easy scenarios and graduated to skeptical, budget-conscious buyers on hard difficulty, building confidence incrementally.
3. Daily Practice Sessions: Each SDR completed 2–3 simulated calls per day during their first 4 weeks, receiving instant AI-generated scorecards on rapport building, needs identification, and objection handling.
4. Supervisor Review Workflow: Managers reviewed flagged sessions weekly and left targeted coaching notes, reducing their total review workload by 60%.
5. Certification Gate: Before going live, reps had to achieve an 80% average score across three assessed scenarios, creating a clear, objective readiness benchmark.

Before & After

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