The 20 Best Sales Development Rep Interview Questions

These questions dig into the person behind the sale to learn more about them, their motivations and their personality so you can hire the perfect candidate with confidence. “I don’t really believe one is better than the other — instead, they’re collaborative. Maintaining a positive relationship with a prospect may not earn you a sale today, but you never know what their budget will look like next year or if they’ll recommend you to their network.

Having a thorough understanding of the product and its features allows you to present the benefits accurately and persuasively. Plus, customers respond to enthusiastic lead generators who are passionate about what they’re offering. Their answer will also show if they researched your business ahead of time. Hiring a sales development representative can be tricky, as candidates often come from a range of backgrounds and experiences.

Tell me about a time you had to adjust your sales strategy to reach your targets.

The answer to this question shows how candidates approach difficult prospects. If they can put aside their pride to move a deal forward for the company’s greater good, that’s a great sign. Candidates can show their understanding of the sales process, their sales experience, and how they would adapt to different situations.

sales development representative interview questions

Upselling and cross-selling are essential skills for a successful Sales Development Representative. They demonstrate your ability to identify opportunities that add value to the customer while also increasing revenue for the company. Sales is about more than just closing deals; it’s also about building relationships and ensuring that the product or service you’re offering is genuinely a good fit for the customer. This question helps interviewers gauge your integrity, professionalism, and understanding of the sales process. Social media has become an indispensable tool in today’s sales landscape, and interviewers want to gauge your understanding of its importance and how you leverage it to achieve sales goals. Your answer should reflect your ability to utilize social media to enhance your sales strategy and adapt to the ever-evolving digital environment.

What Do Sales Interviewers Want To Hear?

Sharing a specific example of how you’ve exceeded targets showcases your ability to perform under pressure and your commitment to delivering results. Coachability is critical for sales development reps. Observe how well the candidate incorporates your feedback into their second attempt. This will indicate their level of coachability, as well as demonstrate their listening skills. SDRs have to ask insightful questions to get to the heart of prospects’ problems, and investigate their current environments. People with natural curiosity won’t have a problem enthusiastically sharing something they learned with you. But if the candidate struggles to come up with an example, it might be a red flag.

sales development representative interview questions

For example, candidates looking to climb the career ladder won’t benefit from a role with no room for growth. On the other hand, an expanding company that’s always looking for potential managers to train would be a mutually beneficial opportunity for the sales team and aspirational candidate. As a Sales Development Representative, you are the face of the company, and it’s critical to show that you can manage any type of customer interaction. This question allows interviewers to gauge your ability to navigate complex situations, maintain composure, and demonstrate empathy and problem-solving skills when addressing unhappy customers.

What do you think our company/sales organization could do better?

It’s a huge industry to keep up on, so I started small with my specific niche in IT solutions. I learned about the different types of IT roles and common challenges by joining career-oriented groups on social media sites. “My first step is to research the business and industry itself to determine what hurdles they may be facing and how our product can best benefit them. Next, I learn more about my point of contact and reach out to introduce myself. Once we begin regularly communicating, I continue to watch business trends and note the prospect’s behavior and interactions.

sales development representative interview questions

Look out for reps who mention that they listen to understand a prospect’s needs before asking questions. With this question, you can gauge the candidate’s level of preparation and understanding of the industry. It also shows if the candidate learns from renowned industry leaders and publications. This question provides insight into what the candidate considers to be the tough parts of the sales process. Your sales team is a vital part of your company and hiring the best ensures your team can continue to innovate and grow within your industry.

Provide an example of a time when you had to overcome a objection from a client.

The ability to confidently present and demonstrate products is a vital skill for a Sales Development Representative. Interviewers ask this question to ensure that you possess the necessary communication abilities and confidence to engage with potential clients effectively. Sales development representatives (SDRs) are trusted to evaluate if a lead can become a potential customer.

  • This question helps interviewers understand your ability to multitask, prioritize, and juggle the demands of both client retention and new client acquisition.
  • Keeping up with industry trends allows salespeople to better connect with clients and leads while understanding their needs and potential concerns.
  • When asking software sales questions, assess the candidate for their experience, understanding of metrics, and their ability to create a strong narrative behind the software for a client.
  • The wrong candidates can keep your company from meeting important business goals.
  • They don’t have to believe that the customer is always right, but they should maintain that the customer always deserves to be heard and supported.
  • I make it a point to read relevant articles, attend webinars, and participate in networking events to learn from other successful sales professionals.
  • You can use an on-the-spot role-play to test the candidate’s sales skills and provide instant feedback.

An SDR must be adept with sales processes and the technicalities involved. This question evaluates the candidate’s sales knowledge and how well they understand leads at each stage of the pipeline. This question uncovers the techniques that the potential SDR uses to assess prospects’ sales-readiness. Employees with lead-qualification skills increase team productivity by reducing the time spent on bad leads. Whether you’re new to hiring or just looking for some creative questions, these sales interview questions will help you find the candidate you’ve been looking for. Top candidates advance to late-stage interviews, which can be in-person or through live video interviews with the hiring manager.

This question assesses the resilience and positivity of the candidate despite going through tough days. You can see if the candidate has a thick skin to accept lots of rejection without losing momentum. This question helps you evaluate the candidate’s confidence and ability to think on their feet. “I’m not a stranger to a ‘no.’ Just last month I was following up with a qualified lead who had rejected our proposal last summer. They were seeing heavy client churn and couldn’t validate the extra expense. “I was recently working with a local coffee shop that was interested in our point of sales (POS) systems.

sales development representative interview questions

Here, you’ll find questions to help assess a candidate’s hard skills, behavioral intelligence, and soft skills. Sales Development Representatives are tasked with generating new leads and selling products or services to customers. This question is designed to gauge the SDR’s experience with and ability to overcome objections and close sales. It is important for the interviewer to understand how the SDR handles difficult situations and whether they are able to successfully sell products or services. Creativity is essential in sales, as it allows you to think outside the box, adapt to various situations, and find unique ways to connect with potential clients. Sales is a constantly evolving field, and companies want to know that their representatives are dedicated to personal growth and development.