Sales Development Representative Interview Questions

Craft an illuminating interview for a sales development representative with our guide. We provide you with characteristics to look for, how to interview, and the questions to ask for the best new sales development representative hires.

Sales roles are always in high demand. Open positions for sales development representatives are commonly in the tens of thousands. Clearly, a popular job to fill! This position is a natural progression for reps in sales and due to the nature of the competition for top talent in this role, it’s imperative that your hiring process is built for speed and accuracy.

While daily tasks may vary from one organization to another, generally a sales development representative gets prospective customers excited about what your organization does and schedules a virtual meeting, conversation, or in-person meeting between the potential customer and sales account executives.

Sales development representatives are an integral part of helping the company build a strong pipeline of qualified opportunities to grow its revenue. This means your interview process should accurately identify top sales development representatives who demonstrate specific characteristics through strategic interview questions.

To help you identify and hire the best sales developement representatives faster and more effectively, we put together a few interview questions and tips.

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What to Look for in a sales development representative

  • Communication skills: SDRs need to effectively communicate with prospects, colleagues, and superiors. Look for candidates who are articulate, confident, and capable of adapting their communication style to different audiences.

  • Persuasiveness: SDRs are responsible for generating leads and setting up appointments, so they need to be persuasive and able to sell the value of the product or service. Look for candidates who can demonstrate their ability to influence others and overcome objections.

  • Resilience: Sales can be challenging, with rejection and setbacks being common. Look for candidates who can handle rejection well and bounce back quickly. Resilient SDRs are persistent, motivated, and able to maintain a positive attitude.

  • Time management and organization: SDRs often have to manage a high volume of leads and tasks simultaneously. Look for candidates who can efficiently prioritize their workload, manage their time effectively, and stay organized.

  • Active listening: SDRs need to listen carefully to prospects’ needs and pain points in order to tailor their approach. Look for candidates who demonstrate active listening skills, such as asking relevant questions and showing genuine interest in the conversation.

  • Problem-solving ability: SDRs often encounter challenges and objections from prospects. Look for candidates who can think on their feet, adapt their approach, and come up with creative solutions to overcome obstacles.

  • Team player mentality: SDRs often work closely with account executives and other team members. Look for candidates who can demonstrate a collaborative mindset, as well as the ability to work well in a team environment.

  • Tech-savviness: SDRs typically use various software tools and CRM systems to manage their leads and track their progress. Look for candidates who are comfortable with technology and can quickly learn and adapt to new tools.

  • Passion and drive: Look for candidates who are genuinely passionate about sales and have a strong desire to succeed. SDRs who are motivated and driven are more likely to achieve targets and contribute positively to the team.


    Coachability: SDRs should be open to feedback and eager to learn and improve their skills. Look for candidates who demonstrate a willingness to listen, learn, and adapt based on feedback from managers and peers.

How to Interview a sales development representative

The process to interview an inside sales representative should include preliminary and late-stage interviews. Often, hiring teams begin with a brief phone screen to gauge a potential inside sales representative’s communication skills over the phone.

Successful candidates may advance to a one-way video interview, where candidates can expand on their skills and experience to demonstrate their ability to meet high sales standards and build meaningful connections with customers. Top candidates advance to late-stage interviews, which can be in-person or through live video interviews with the hiring manager.

Usually, an HR pro completes the phone screen and does initial passes on candidates’ one-way video interviews before shortlisting the best candidates for hiring stakeholders to review. Hiring managers or stakeholders then typically conduct in-person or live video interviews, sometimes even working as a panel interview to collaborate on evaluations and feedback about final inside sales candidates.

sales development representative Interview Questions

Here are some potential questions to ask an inside sales representative in a job interview:

  1. Can you describe your experience in inside sales?
  2. How do you approach improving cold calling and email campaigns to generate new leads?
  3. Can you give an example of a successful sales pitch you have delivered over the phone or email?
  4. What is your approach to qualifying leads to ensure that they are a good fit for the product or service?
  5. How do you manage your pipeline of opportunities and prioritize your time effectively?
  6. Can you describe your experience with CRM software and sales automation tools?
  7. Can you recall a time when you had a disengaged sales prospect and what you did to reengage them and win their business?
  8. Can you give an example of a time when you had to adapt your sales approach to meet the needs of a particular client or market?
  9. What is your approach to collaboration with other teams, such as marketing and customer success, to ensure a coordinated approach to sales?
  10. How do you stay up-to-date on industry trends and changes in the market?

See How To Interview a sales development representative on Spark Hire

Watch this 90-second video to learn how thousands of organizations use the sales development representative interview questions above on Spark Hire.

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Interview sales development representatives on Spark Hire

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