The role of a Sales Development Representative (SDR) is crucial for building and maintaining a strong sales pipeline. SDRs are typically responsible for prospecting, qualifying leads, and setting up meetings for Account Executives. This position requires a unique blend of skills and personality traits that contribute to success in a high-pressure, target-driven environment. Many SDRs are hired into the role early in their career or as part of a career change, so it is important to have potential interview questions available that draw on the traits needed to succeed without relying on specific sales experience.

Key characteristics of successful SDRs include:

• Resilience and persistence in the face of rejection
• Strong communication and interpersonal skills
• Self-motivation and goal-orientation
• Ability to learn quickly and adapt to new information
• Excellent organizational and time management skills
• Creativity in problem-solving and overcoming obstacles

When crafting interview questions for SDR candidates, it's important to focus on behavioral questions that reveal how candidates have demonstrated these qualities in real-life situations. This approach is particularly valuable because:

• It provides insight into a candidate's past behaviors, which are often predictive of future performance.
• It allows candidates to showcase their skills and experiences, even if they don't have direct sales experience.
• It helps assess a candidate's self-awareness and ability to reflect on their experiences.
• It reveals how candidates approach challenges and solve problems, which is crucial in a sales environment.

The following questions are designed to elicit specific examples from candidates' experiences that demonstrate the key qualities needed for success as an SDR. They cover a range of scenarios that test resilience, communication skills, learning ability, organization, and other essential traits. Many of the questions are intentionally not career-specific, allowing candidates from diverse backgrounds to draw from their personal experiences and demonstrate their potential.

‍

Interview Questions for Assessing a Sales Development Rep:

• Tell me about a time when you had to persuade someone to see things from your perspective. (Communication)
• Describe a situation where you had to adapt quickly to a change in plans or expectations. (Adaptability)
• Share an experience where you had to persist through multiple rejections to achieve a goal. (Resilience)
• Can you tell me about a time when you successfully worked as part of a team to complete a project? (Teamwork)
• Describe a situation where you had to learn a new skill or technology quickly. How did you approach it? (Learning Agility)
• Tell me about a time when you provided excellent customer service. (Customer Service)
• Share an experience where you had to manage your time effectively to meet multiple deadlines. (Time Management)
• Describe a situation where you had to solve a problem creatively. (Problem-solving)
• Can you tell me about a time when you had to communicate complex information in a simple way? (Communication)
• Share an experience where you had to build rapport with someone quickly. (Relationship Building)
• Tell me about a time when you had to handle a difficult or upset customer. (Customer Service)
• Describe a situation where you had to motivate yourself to complete a tedious task. (Self-motivation)
• Can you share an experience where you had to prioritize tasks in a high-pressure situation? (Time Management)
• Tell me about a time when you had to research and learn about a topic or product quickly. (Learning Agility)
• Describe a situation where you had to collaborate with someone who had a different working style than you. (Adaptability)
• Share an experience where you had to overcome a significant obstacle to achieve a goal. (Persistence)
• Can you tell me about a time when you received constructive criticism and how you responded to it? (Coachability)
• Describe a situation where you had to think on your feet to handle an unexpected challenge. (Problem-solving)
• Tell me about a time when you had to juggle multiple responsibilities simultaneously. (Time Management)
• Share an experience where you had to find common ground with someone who initially disagreed with you. (Negotiation)
• Can you describe a situation where you had to maintain a positive attitude in a challenging environment? (Resilience)
• Tell me about a time when you had to explain a complex concept to someone with little background knowledge. (Communication)
• Describe an experience where you had to go above and beyond to meet a customer's needs. (Customer Service)
• Share a situation where you had to work independently with minimal supervision. (Self-motivation)
• Can you tell me about a time when you had to learn from a failure or mistake? (Learning Agility)
• Describe a situation where you had to use data or information to make a decision. (Analytical Skills)
• Tell me about a time when you had to adapt your communication style to effectively reach your audience. (Adaptability)
• Share an experience where you had to manage conflicting priorities. (Time Management)
• Can you describe a situation where you had to build enthusiasm for a product or idea? (Persuasion)
• Tell me about a time when you had to work under pressure to meet a tight deadline. (Stress Management)

Would you like a complete interview plan for a Sales Development Rep? Sign up for Yardstick to get started.