---
title: "How to tune the AI SDR in FirstSales | FirstSales"
description: "Set the AI SDR's tone, writing style, email structure, follow-up strategy and CTA so drafted emails match your sales voice."
canonical: "https://firstsales.io/tutorial/tune-ai-sdr-instructions/"
---

[Home](/)/[Tutorials](/tutorial/)/How to tune the AI SDR in FirstSales

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# How to tune the AI SDR in FirstSales

Set the AI SDR's tone, writing style, email structure, follow-up strategy and CTA so drafted emails match your sales voice.

8 min read·Intermediate·8 steps

1. 1  
## Open the SDR Config tab  
In the campaign builder, click the **Email Drafter** step, then open the **SDR Config** tab. This is where the AI agent's writing behavior is set — the callout at the top says it plainly: “Configure the SDR persona and email drafting preferences. The AI agent uses these settings to craft emails that match your sales style.”
2. 2  
## Write SDR Setup Instructions  
Fill in the **SDR Setup Instructions** textarea with your SDR's role, target audience, value proposition, and any specific instructions for outreach. This box is applied as **top-priority guidance** before every structured setting below it — it's the one place a single rule overrides everything else.  
![Write SDR Setup Instructions](/tutorials/sdrconfig-01-setup-instructions.webp)
3. 3  
## Pick a Quick Preset (optional)  
Choose a starting point from **Quick Preset** — **Custom**, **Consultative SDR**, **Direct Closer**, **Friendly Networker**, or **Technical Advisor** — then click **Apply**. A preset pre-fills every field below; all of them stay editable afterward.
4. 4  
## Set Persona & Voice  
Under **Persona & Voice**, choose a **Tone** (Professional, Friendly, Casual, Consultative, Authoritative) and a **Writing Style** (Concise, Detailed, Story-driven, Data-driven). Use the **Custom Instructions** textarea for persona or style nuances that don't fit a dropdown.
5. 5  
## Shape Email Structure  
In **Email Structure**, pick an **Email Length** — Short (2–3 sentences), Medium (1 paragraph), or Long (2–3 paragraphs) — and toggle the checkboxes that control what each email contains: **Ask questions in emails**, **Include statistics / data points**, **Reference case studies**, and **Include a P.S. line**.
6. 6  
## Configure Follow-Up Strategy  
Under **Follow-Up Strategy**, choose a **Follow-Up Approach** — New angle, Build on previous, or Urgency escalation — and decide whether to **Rotate value proposition each follow-up** and **Reference the previous email** as the sequence progresses.
7. 7  
## Choose a CTA Style  
In **CTA Preferences**, set the **CTA Style** — Question-based, Direct ask, or Soft suggestion — to match how hard the close should push for this audience.
8. 8  
## Apply and verify  
These settings persist to the campaign automatically. Send a test draft or launch the campaign to see the AI apply your tuned tone, structure, follow-up strategy, and CTA to real emails.

## Pro tips

Hard-won shortcuts that keep warm-up on track.

1

### Presets are starting points, not locks

Apply loads values then leaves every field editable — treat a preset as a fast baseline, not a final answer.

2

### Setup Instructions beat field toggles

The top textarea is applied as top-priority context ahead of every structured setting — put your one non-negotiable rule there.

3

### Two instruction boxes, two jobs

SDR Setup Instructions carries strategy and context; Custom Instructions carries persona and style. Don't duplicate the same guidance in both.

4

### Match structure to list temperature

Short length with questions works for cold outreach; longer length with statistics and case studies works better once a prospect is warm.

## Frequently asked questions

What's the difference between SDR Setup Instructions and Custom Instructions?

**SDR Setup Instructions** is top-priority context — role, audience, value prop, applied before every other setting. **Custom Instructions** lives under Persona & Voice and adds finer style or tone notes on top of Tone and Writing Style.

Do presets overwrite my custom fields permanently?

No. Clicking **Apply** on a preset pre-fills the fields, but every field remains editable afterward — you can change anything a preset set.

Which tone should I pick for cold outbound?

There's no single right answer in the product — pick the **Tone** that matches how your team actually talks to strangers. Professional or Consultative are common starting points for B2B cold email.

How do I make emails shorter?

Set **Email Length** to **Short (2-3 sentences)** under Email Structure. Turning off Include statistics / data points and Reference case studies keeps them tighter too.

Can I stop the AI from asking questions in every email?

Yes — uncheck **Ask questions in emails** under Email Structure.

How does “Rotate value proposition each follow-up” change my sequence?

With it on, each follow-up in the sequence leads with a different value proposition instead of repeating the same one, keeping the thread from feeling repetitive.

What does CTA Style actually change in the email?

It changes how the ask is phrased: **Question-based** ends with a question, **Direct ask** states the request plainly, and **Soft suggestion** proposes the next step without pressure.

Is this the same as the campaign “Instructions”/Learning tab?

No. SDR Config is the GA tuning surface documented here. The Learning/Instructions tab is a separate Beta feature — don't confuse the two.

## Ready to put this into practice?

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