Learn how to avoid the six most common mistakes new SDRs make, such as over-preparing, not asking for help, and failing to learn from top performers, so you can hit quota faster and earn your AE promotion.
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If you're new to tech sales, your first 90 days as an SDR are critical. Most people fail not because they're lazy, but because they waste time on the wrong things.
This blog breaks down the six most common mistakes that stall careers, plus what to do instead. If you want to get promoted to AE, this will help you build real momentum.
Whether you're just getting started or ramping in your first few months, this is for you.
The tech sales hiring market is heating up again. But with more competition, the gap between average and top-performing SDRs is growing.
Your first few months define your trajectory. Too many reps get stuck trying to “learn everything” instead of focusing on what actually drives results. If you want to hit your number and get promoted, avoid these six traps.
“Almost nobody crushes it by doing something brand new. The winners are just doing the fundamentals better than everyone else.”
Copy what works before you customize anything.
New SDRs often feel pressure to be original. They ignore what top performers are already doing and try to create the perfect email template or call opener from scratch. This almost always backfires.
Instead, find two or three top reps at your company who are consistently hitting quota. Study their messaging. Listen to their call recordings. Steal their cold openers. Copy their structure. You can always adjust later, but start by following a proven playbook.
Your call skills won't improve by reading.
Training is useful, but only to a point. If you spend weeks buried in internal docs, LinkedIn posts, or call scripts without picking up the phone, you're falling behind.
You’ll learn more from making 50 real calls than from taking 50 pages of notes. Get on the phones early. Expect to stumble. Focus on how prospects respond, not how perfect your intro sounds. Execution builds intuition.
If you wait to ask for help, it will cost you.
Some SDRs stay quiet because they don’t want to look unprepared. Others go to the wrong people and get bad advice.
Be intentional. Identify peers or slightly more tenured reps who are helpful and approachable. Ask specific, tactical questions. And don’t wait until you’ve made a mistake to ask. The right question at the right time can save you weeks of frustration.
Treat onboarding like a sprint, not a vacation.
Just because your company gives you six weeks to complete training doesn’t mean you should use all of it. The sooner you finish onboarding, the sooner you can start learning from real conversations.
Use enablement to understand the product and your ICP. But don’t assume it will make you a top performer. The best SDRs go through it quickly, then learn the rest by shadowing calls, testing messaging, and getting feedback.
You're not just selling to prospects. You're also building your brand internally.
Your AE, your manager, and the other SDRs around you can all accelerate your career—if you build the right relationships.
Instead of immediately asking top performers for their "secrets," start by giving respect. Mention that you’ve studied their approach. Ask for input after you've already tried something yourself. Relationships take time. Start building them now so you have real allies when you're aiming for that promotion.
Your effort in the first 90 days creates leverage for the rest of your career.
You don’t need to work 12-hour days forever. But in the early stages, putting in an extra hour or two each day can change your trajectory.
Use that time to listen to calls, write custom emails, and shadow AEs. The goal is to shorten your learning curve and gain confidence faster. Reps who do this often hit quota sooner, get promoted faster, and operate from a place of abundance—not desperation.
Q: What’s the number one mistake new SDRs make?
A: They try to reinvent the process instead of copying what top performers are already doing.
Q: How fast should I complete training and enablement?
A: Move as fast as possible. Get the basics down, then learn from real conversations.
Q: How do I approach top performers for advice?
A: Do your research first, then ask for specific feedback on what you’ve already tried.
Q: Is working overtime necessary as a new SDR?
A: It’s not mandatory, but putting in extra hours early gives you an edge that compounds over time.
Q: What’s the best way to build internal relationships?
A: Focus on long-term trust. Show up consistently, ask good questions, and help others when you can.
→ Ready to fast-track your promotion? Join our SDR to AE Accelerator. You’ll get access to the exact strategies top reps like Zach use to hit 200%+ of quota, earn trust, and move into closing roles faster.
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