The Manifesto - Free

How I Run a BDR Org. The Operating System.

Nine principles I run every BDR org against. Hire for judgment, not just hustle. Ramp is a gate system, not a calendar. Coaching gets its own hour, separate from inspection. AI is a structural layer, not a productivity hack. Forecast the funnel, not the feeling. The whole POV in one document. Print it, mark it up, disagree with three principles, keep the other six.

Separate coaching from inspection. Different hour. Different agenda.

If your managers' 1:1s are pipeline reviews with a warm-up question at the start, you do not have coaching. You have inspection with a hat on. Split them. Coaching gets its own hour, its own agenda, and one behavior it is trying to change. Watch what happens to stage 1-to-2 in sixty days.

Ramp is a gate system, not a calendar.

"Ramped at month four" is a scheduling decision, not a performance one. Define three gates - day 30, month 6, month 10 to 12 - with a rubric per gate the rep can see before they walk into it. Pass the gate, move up. Miss the gate, get a specific plan. Nobody rides the timeline just because time passed.

Put an AE/BDR handoff review on the calendar. Weekly. Thirty minutes.

This is the meeting almost every org is missing. Two BDRs, two AEs, one manager, five handoffs from last week. Grade the discovery depth, the account context, the next step clarity. It is the single fastest way to raise the standard on both sides of the line without a training deck, a new tool, or a headcount request.