The Saturday Reset: SDR Habits That Separate the Good from the Great

Saturday Morning: Your Training Ground

Athletes often train on “off days” to sharpen their edge. For SDRs, Saturday morning is your version of the weight room. Before you enjoy your weekend, take 60–90 minutes to reset:

• Clean up your inbox: Delete the junk, archive the clutter, and respond to messages you didn’t prioritize last week.

• Follow-up discipline: Reschedule missed meetings, respond to prospects you didn’t have time for, and tie up loose ends.

• Plan the game ahead: Glance at your upcoming week’s schedule—see where your gaps are, where your opportunities lie, and where you need to push harder.

• Whiteboard your goals: Write down specific numbers—appointments set, calls to be made, emails to send, even personal goals like lunches with mentors or colleagues. Athletes track their stats; SDRs should too.

This isn’t just busy work. It’s conditioning. It’s building the habits that ensure Monday doesn’t catch you flat-footed.

Why It Matters Now More Than Ever

According to HubSpot research, 42% of salespeople say prospecting is the hardest part of the job. That means the reps who prepare ahead are already ahead.

And with the holiday season approaching, true SDRs know the playing field gets tricky.

Many decision-makers go quiet, delay responses, or push meetings into the new year. That’s why the athletes of sales push now. You don’t wait until after the season—you build your pipeline before the gates close. Because when prospects return in January, they’ll either remember your name or have a meeting already locked on their calendar.

The Athlete’s Mentality in Sales

Athletes review game tape. SDRs review last week’s performance.

Athletes set season goals. SDRs set weekly goals.

Athletes never skip conditioning. SDRs never skip preparation.

Sales is not a sprint—it’s a season. And every rep you put in now determines whether you’re just showing up on Monday or showing up to win.

Final Thought

Like athletes, SDRs know success is built when no one is watching. Saturday mornings aren’t about grinding all day—they’re about a pulse check, a reset, and setting the tone. Put in that extra conditioning before you take the rest of the day off, and you’ll not only finish the previous week strong—you’ll start the next one faster, sharper, and hungrier.

These are some of the practices that we instill in our reps through our ATSC training.

To request more info on becoming ATSC Certified click here!