Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
For an SDR, Salesforce is not an administrative task after prospecting. It is the shared memory of the revenue team. Exact fields and objects vary by organization, so follow your company's definitions rather than copying a universal setup.
Before the First Touch
Confirm account ownership, duplicates, existing opportunities, recent activity, and suppression rules. Record the trigger and buyer hypothesis in the approved fields or notes. Do not overwrite information you cannot verify.
After Every Meaningful Touch
Capture channel, outcome, relevant context, objection, promised action, and exact next date. “Called—no answer” is activity history. “VP Sales said forecasting is handled by RevOps; referred to Director of Revenue Operations; call Friday” is usable account intelligence.
Lead, Contact, Account, and Opportunity Discipline
Learn what each object means in your implementation and when records convert. Never create an opportunity merely to improve a dashboard. Meeting quality and stage definitions should match the team's documented rules.
The AE Handoff
Include why the account engaged, participants, current process, stated friction, consequence, timing, prior attempts, and open questions. Separate observed facts from your hypothesis.
Daily Hygiene Routine
Start with overdue tasks and replies. End by resolving today's tasks, creating specific next steps, checking duplicates, and reviewing tomorrow's priority accounts. A clean CRM protects follow-up when volume rises.
Use MEDDIC for new AEs to understand downstream qualification and the SDR Job Search Playbook to build this workflow as an interview-ready project.