What Does Ambition Recommend for Building Scorecards for Ramping SDRs?

RevOps teams who are new to Ambition often ask us us how to handle scorecards for new SDRs. And it's a great question.

You want new hires to be part of the team from day one—participating in competitions, tracking progress, and contributing toward shared goals—but you don't want to hold them to the same targets as fully ramped reps.

The good news is that you don't need to create a separate scorecard to accomplish this in Ambition.

Keep New Hires in the Existing Role Group

In most cases, Ambition recommends adding new SDRs to your existing SDR scorecard role group rather than creating a separate "Ramping SDR" scorecard.

This keeps everyone on the same scorecard structure while allowing new hires to participate in dashboards, competitions, and team reporting alongside their peers.

Rather than a different scorecard, the ramping reps just have different targets.

Use Custom Targets During Ramp

Ambition allows you to set custom Activity Score and Objective Score targets for individual reps while they're onboarding.

These custom targets can be in place for as long as your ramp program requires—whether that's one month, one quarter, or longer—and you can adjust future targets at any time as reps progress toward full productivity.

As a general best practice, we recommend giving new SDRs at least three months of custom targets before transitioning them to the standard goals used by the rest of the team.

Upload Targets Individually or in Bulk

If you're onboarding a single SDR, you can manually assign custom targets.

For larger hiring classes, you can upload custom targets via CSV, making it easy to assign multiple metrics for multiple users across weeks, months, or quarters in a single upload. This is a great option for organizations that hire in cohorts or frequently onboard new reps.

By using custom targets instead of maintaining separate scorecards, you can keep your reporting simple while giving new SDRs realistic, achievable goals as they ramp.

For step-by-step instructions, check out these Help Center resources:

• How do I set custom targets or build ramp time into scorecards?
• What options do I have for uploading custom scorecard targets?
• Why would users in the same role have different targets on their scorecards?