20 Sales Development Representative Interview Questions (With Example Answers)

By ResumeCat Editorial Team
Published August 11, 2022

It's important to prepare for an interview in order to improve your chances of getting the job. Researching questions beforehand can help you give better answers during the interview. Most interviews will include questions about your personality, qualifications, experience and how well you would fit the job. In this article, we review examples of various sales development representative interview questions and sample answers to some of the most common questions.

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Common Sales Development Representative Interview Questions

What are your top strategies for generating new leads?

Sales Development Representatives are responsible for generating new leads for their company. This question is designed to see what strategies the Sales Development Representative uses to generate new leads. It is important to know what strategies a Sales Development Representative uses to generate new leads because it can help the company to determine whether the Sales Development Representative is effective at their job.

Example: There are a number of strategies that can be employed to generate new leads. Some of the most effective include:

1. Creating and maintaining a strong online presence - This can be done through having an up-to-date website, active social media accounts, and creating informative blog content.

2. Developing targeted marketing campaigns - This involves research to identify potential customers and then creating targeted content and messages that will resonate with them.

3. Leveraging existing relationships - This could involve reaching out to past clients, networking with industry contacts, or partnering with other businesses in complementary industries.

4. Conducting market research - This helps to understand the needs of potential customers and what they are looking for in a product or service.

5. Creating compelling offers - This could involve discounts, free trials, or other incentives that would entice potential customers to give your product or service a try.

How do you prioritize your leads?

The interviewer is trying to gauge how the Sales Development Representative prioritizes their leads in order to determine how effective they will be at sales. It is important for the Sales Development Representative to be able to prioritize their leads in order to be able to sell effectively.

Example: There are a few different ways to prioritize leads, and the method you choose will depend on your specific sales process. However, some common ways to prioritize leads include:

1. Prioritizing by lead score - Leads can be assigned a score based on factors such as demographics, firmographics, engagement level, and so on. The higher the score, the more likely the lead is to convert.

2. Prioritizing by buying stage - Leads can also be prioritized based on where they are in the buying cycle. For example, leads that are just starting their research may be less ready to buy than those that have already identified a need and are actively comparing products.

3. Prioritizing by product fit - If you sell multiple products or services, you may want to prioritize leads based on which product or service is the best fit for their needs.

4. Prioritizing by account size - Larger accounts usually have more complex needs and may require a longer sales cycle. As such, they may be given higher priority than smaller accounts.

5. Prioritizing by geographic location - If you sell products or services that are only available in certain geographic areas, you may want to prioritize leads from those areas

How do you know when you have a qualified lead?

A sales development representative (SDR) is responsible for generating new leads for the sales team. It is important for an SDR to know how to identify a qualified lead because they need to be able to determine whether or not a potential customer is worth pursuing. There are a number of factors that can be used to determine if a lead is qualified, such as whether or not they have a need for the product or service, whether they have the budget to purchase it, and whether they are likely to be interested in what is being offered. If an SDR is unable to identify qualified leads, it will ultimately waste the time of the sales team and could result in lost sales.

Example: There are a few key indicators that can help you determine whether or not a lead is qualified. First, you should consider whether or not the lead is in your target market. If they're not, then they're not likely to be a good fit for your products or services. Second, you should look at the lead's level of interest. If they're not interested in what you have to offer, then they're not likely to buy anything from you. Finally, you should consider the lead's budget. If they can't afford what you're selling, then they're not a qualified lead.

How do you determine whether a lead is ready to buy?

The interviewer is trying to gauge whether the Sales Development Representative has a good understanding of the sales process and how to determine when a lead is ready to buy. This is important because it shows whether the Sales Development Representative is able to properly qualify leads and determine when they are ready to be passed on to a salesperson.

Example: There are a few key indicators that can help determine whether a lead is ready to buy:

1. The lead's level of interest - If a lead is actively engaged with your company and its products or services, they are more likely to be ready to buy. This can be determined by looking at factors such as how often they visit your website, the types of content they consume, whether they download any resources, etc.

2. Their budget - If a lead has the budget to make a purchase, they are more likely to be ready to buy. This can be determined by looking at factors such as their job title or role within their company, the size of their company, etc.

3. Their timeline - If a lead has an immediate need for your product or service, they are more likely to be ready to buy. This can be determined by looking at factors such as whether they are currently using a competitor's product or service, whether they have an upcoming project that requires your product or service, etc.

What criteria do you use to determine whether a lead is worth pursuing?

There are a few reasons why an interviewer might ask this question to a sales development representative. Firstly, it allows the interviewer to gauge whether the sales development representative has a good understanding of the company's products and services and whether they are able to identify potential leads. Secondly, it allows the interviewer to see if the sales development representative is able to prioritize and manage their time effectively, as they will need to be able to determine which leads are worth pursuing and which are not. Finally, this question allows the interviewer to assess whether the sales development representative is motivated and driven, as they will need to be in order to successfully convert leads into customers.

Example: The criteria I use to determine whether a lead is worth pursuing are:

-The lead's budget
-The lead's timeline
-The lead's authority
-The lead's need

How do you develop relationships with potential customers?

The interviewer is asking this question to gauge the Sales Development Representative's ability to develop relationships with potential customers. This is important because it is a key skill for Sales Development Representatives, as they need to be able to build relationships with potential customers in order to sell them products or services.

Example: Sales representatives typically develop relationships with potential customers by building rapport, establishing trust, and demonstrating expertise. They may do this through face-to-face interactions, phone calls, emails, or other communication channels. In order to build rapport, sales representatives should focus on finding common ground with potential customers and showing genuine interest in their needs. Establishing trust can be done by being transparent about your intentions, keeping confidences, and following through on promises. Finally, demonstrating expertise involves being knowledgeable about your product or service and being able to answer questions confidently.

What are your top tips for staying motivated when pursuing sales leads?

The interviewer is looking to see if the Sales Development Representative has any good tips for staying motivated when pursuing sales leads. This is important because if the Sales Development Representative does not have any good tips for staying motivated, they may not be able to pursue sales leads effectively.

Example: 1. Set yourself specific and achievable goals, and break them down into smaller tasks that you can complete on a daily or weekly basis.

2. Keep a positive attitude and focus on the benefits of achieving your goals, rather than dwelling on any setbacks.

3. Stay organized and efficient in your sales process, so that you can make the most of your time and energy.

4. Take regular breaks, and make sure to schedule some fun activities or down-time into your week to help you relax and recharge.

5. Seek out a trusted sales mentor or coach who can provide guidance, motivation, and accountability.

What do you do when you encounter rejection from a potential customer?

The interviewer is asking this question to gauge the Sales Development Representative's resilience and ability to handle rejection. It is important for the Sales Development Representative to be able to handle rejection because they will encounter it often in their job. They need to be able to brush it off and continue trying to sell the product or service.

Example: When I encounter rejection from a potential customer, I try to find out the reason behind the rejection and see if there is anything I can do to overcome it. If the rejection is due to a pricing issue, I try to see if there is any room for negotiation. If the rejection is due to a lack of need for the product/service, I try to see if there is anything I can do to create a need or show how the product/service can be beneficial. If the rejection is due to competition, I try to find out what the competition is offering that is better and see if there is anything I can do to match or exceed their offer.

How do you stay organized when pursuing multiple sales leads?

The interviewer is trying to gauge whether the Sales Development Representative is able to prioritize and manage multiple sales leads effectively. This is important because if the Sales Development Representative is not able to stay organized, they will likely miss opportunities to close deals.

Example: There are a few key things that I do to stay organized when pursuing multiple sales leads.

First, I keep a detailed spreadsheet of all my leads, including contact information, the status of each lead, and any notes from our interactions. This helps me to keep track of who I need to follow up with and what needs to be done in order to move the sale forward.

Second, I make sure to schedule regular check-ins with my team in order to update them on my progress and get their input on how best to proceed. This ensures that everyone is on the same page and that we are working together as efficiently as possible.

Finally, I stay disciplined in my follow-up efforts. I make sure to reach out to each lead regularly, whether that be through email, phone calls, or face-to-face meetings. By staying top of mind, I increase the chances of making a sale.

What resources (e.g., books, websites, etc.) do you use to stay up-to-date on the latest sales techniques?

The interviewer is likely asking this question to gauge the Sales Development Representative's commitment to staying up-to-date on the latest sales techniques. This is important because it shows that the Sales Development Representative is willing to invest in their own development and is not complacent with their current skillset. Additionally, it allows the interviewer to get a sense of the Sales Development Representative's resourcefulness and whether they are able to find helpful information on their own.

Example: There are a number of great resources out there for sales professionals who want to stay up-to-date on the latest techniques. Some of my personal favorites include books like The Sales Playbook by Jack Daly and The Challenger Sale by Matthew Dixon and Brent Adamson. Websites like SalesHacker and HubSpot Sales offer great articles and resources on a variety of topics related to sales. Finally, attending sales conferences and events is a great way to network with other salespeople and learn about new trends and best practices.

What are your thoughts on cold calling?

Sales Development Representatives (SDRs) are responsible for generating new leads for their company through outbound sales activities such as cold calling. Cold calling is a controversial sales technique that can be seen as either effective or intrusive, depending on the perspective. Asking a potential SDR candidate their thoughts on cold calling can give the interviewer some insight into how the candidate views sales and whether they would be willing to use this technique. It can also help to gauge the candidate's comfort level with making outgoing sales calls, which is an important skill for an SDR.

Example: I believe that cold calling can be a very effective way to reach potential customers, especially if you are selling a product or service that they may be interested in. It can be a great way to introduce yourself and your company, and to start building a relationship with the customer. Of course, it is important to make sure that you are respectful and professional when making cold calls, and to make sure that you are only calling people who are likely to be interested in what you have to say.

What are your top strategies for generating interest from a potential customer?

The interviewer is trying to gauge the Sales Development Representative's understanding of how to generate interest from potential customers. This is important because it indicates whether the Sales Development Representative is able to identify and execute on opportunities to generate interest. If the Sales Development Representative cannot generate interest from potential customers, then it is unlikely that they will be successful in sales.

Example: There are a few key strategies that I always use when trying to generate interest from a potential customer:

1. First and foremost, I make sure that I have a strong understanding of the product or service that I am selling. I know the ins and outs of what I am offering, and can speak to its benefits confidently. This way, when I am talking to a potential customer, they can see that I am knowledgeable and passionate about what I am selling, and that will help to pique their interest.

2. Secondly, I always take the time to really listen to what the potential customer is saying. I want to understand their needs and pain points, so that I can tailor my pitch to them specifically. By demonstrating that I have listened and understood their needs, they will be more likely to trust me and be interested in what I have to say.

3. Finally, I always make sure to follow up after our initial conversation. Whether it’s sending them additional information about the product or just checking in to see if they have any questions, staying in touch will keep you top of mind and increase the likelihood that they will do business with you down the road.

How do you handle objections from potential customers?

Sales representatives are often tasked with overcoming objections from potential customers. Objections can occur for a variety of reasons, but most commonly arise when a customer is concerned about the price, quality, or features of a product or service.

Overcoming objections is a critical skill for sales representatives, as it allows them to keep the sale moving forward and ultimately close more deals. There are a few key things to keep in mind when handling objections:

1. First, it's important to listen to the objection and understand the customer's concerns.

2. Once you've identified the objection, you can address it head-on.

3. Be prepared to offer alternatives or solutions that can alleviate the customer's concerns.

4. Finally, always emphasize the benefits of the product or service and how it can address the customer's needs.

Example: The best way to handle objections from potential customers is to first understand the objection. Once you understand the objection, you can then address it directly. It is important to be respectful and understanding when addressing an objection. Customers may have valid reasons for not wanting to purchase a product or service, and it is important to listen to their concerns. After addressing the objection, you can then offer a solution that meets the customer's needs.

What are your closing techniques?

An interviewer would ask "What are your closing techniques?" to a Sales Development Representative because it is important to know how the Sales Development Representative will be able to successfully close a deal with a customer. The interviewer wants to know what methods the Sales Development Representative will use to persuade the customer to make a purchase, and whether or not the Sales Development Representative is familiar with different types of closing techniques. It is important for the Sales Development Representative to be able to explain their closing techniques in detail so that the interviewer can get a better understanding of their sales skills.

Example: There are a few key closing techniques that every sales development representative should know. The first is the assumptive close, which is when you assume that the prospect is going to buy your product or service. This technique can be used when you have a strong relationship with the prospect and you are confident in your product or service. The second technique is the question close, which is when you ask the prospect if they are ready to buy. This technique can be used when you are not sure if the prospect is ready to buy or if they need more information. The third technique is the trial close, which is when you offer the prospect a free trial of your product or service. This technique can be used when you want to give the prospect a chance to try your product or service before they commit to buying it.

What are your thoughts on sales quotas?

Sales quotas are important because they help to ensure that sales representatives are meeting their goals and targets. Additionally, quotas can help to motivate sales representatives to sell more product and increase their earnings.

Example: Sales quotas can be motivating for salespeople, as they provide a goal to strive for and a sense of competition. However, if quotas are set too high, they can be demotivating and lead to frustration. The key is to set realistic quotas that challenge salespeople but are still achievable.

How do you stay motivated when working towards a quota?

The interviewer is trying to gauge whether the Sales Development Representative is someone who is driven and has a strong work ethic. It is important for a Sales Development Representative to be motivated in order to meet quotas and contribute to the company's bottom line.

Example: There are a few things that help me stay motivated when working towards a quota. First, I keep my goals in mind and remind myself why I'm doing this. Second, I break my quota down into smaller goals so that I can celebrate each milestone along the way. Finally, I stay positive and focus on my successes rather than my failures.

What would you do if you missed your quota?

The interviewer is trying to gauge the Sales Development Representative's motivation and work ethic. It is important to know how the Sales Development Representative would handle missing their quota because it shows how they would handle adversity and how they would stay motivated in a tough situation.

Example: If I missed my quota, I would first assess why I missed it. Was it because I didn't have enough leads? Was my conversion rate low? Or did I just not sell enough high-value products?

Once I knew why I missed my quota, I would take steps to improve in that area. For example, if I didn't have enough leads, I would reach out to my network and ask for referrals. If my conversion rate was low, I would work on my sales pitch and product knowledge. And if I didn't sell enough high-value products, I would target bigger and more expensive deals.

How do you deal with difficult customers?

The interviewer is trying to gauge the Sales Development Representative's customer service skills. It is important because the Sales Development Representative will be responsible for interacting with customers on a daily basis. If the Sales Development Representative cannot handle difficult customers, it will reflect poorly on the company.

Example: There are a few ways to deal with difficult customers. The first is to try and understand their perspective and where they are coming from. This can be done by asking questions and actively listening to their answers. Once you have an understanding of their perspective, you can then try to find a compromise or solution that works for both parties. If this is not possible, then the next best option is to politely end the conversation and move on.

Have you ever encountered a situation where you were unable to close a sale? If so, how did you handle it?

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.

Example: I have encountered a situation where I was unable to close a sale before. In this particular instance, the potential customer was interested in our product, but they were not ready to make a purchase yet. I continued to follow up with them and provided additional information about our product. Eventually, they made a purchase.

Do you have any questions for me about the Sales Development Representative position?

Some interviewers ask this question to determine if the candidate has done their research about the position and the company. Others may ask this question to gauge the candidate's interest in the position. It is important to ask questions about the position and the company during an interview because it shows that you are interested in the opportunity and that you have done your research. Additionally, asking questions allows you to learn more about the position and the company, which can help you decide if it is a good fit for you.

Example: 1. What does a typical day involve for a Sales Development Representative?
2. What responsibilities do a Sales Development Representative have?
3. What skills are necessary to be a successful Sales Development Representative?
4. What makes a successful sales call?
5. How can a Sales Development Representative improve their sales skills?
6. What objection handling techniques are most effective for a Sales Development Representative?
7. How can a Sales Development Representative better qualify leads?
8. What are some best practices for prospecting?
9. How can a Sales Development Representative create more personalized sales interactions?
10. What are some tips for staying motivated when making sales calls?