Sales Development Representative Skills Interview
Author:
Alycia Damp, PhD IRHRAn interview for a Sales Development Representative role assessing key skills required for success in high-volume sales positions. We've also included a few motivation and values questions to help you make the best decisions about your candidates.
Focus area:
Question
1
What are two or three things you are looking for in a new position as Sales Development Representative?
What does this question reveal?
Fit and motivation to pursue the occupation
Explore tips
- Highlights different skill sets they hope to utilize
- Wants to make a defined impact in the role
- Identifies learning goals and expresses a desire for career growth/development
- Describes assets they will bring to the role and the company
Question
2
Imagine you are selling our product to a potential customer. What steps would you take to identify whether they are likely to make a purchase?
What does this question reveal?
Identify and qualify potential leads
Explore tips
- Suggests assessing whether the lead fits the profile of the target audience
- Suggests asking questions to ensure the prospect is a good fit for the product
- Discusses the lead's needs, buying timeline, authority to purchase and budget
- Clearly outlines the steps with a logical, thorough and detail-oriented process
Question
3
Imagine you are helping us improve our process for prospecting sales leads. How you would design a good lead qualification system?
What does this question reveal?
Understands and can implement best practices in lead qualification
Explore tips
- Clearly defines and justifies their process for qualifying leads
- Uses sales data to inform the design of the lead qualification system
- Discusses incorporating a CRM tool for lead research and prospecting
- Considers the company's values, needs and targets
Question
4
Who do you think our ideal customer is for [insert company's product/service], and what tactics would you use to stay up-to-date with their needs and market trends?
What does this question reveal?
Understand and connect with the main customer profile for product/service
Explore tips
- Accurately describes your company's main customer profile for product/service
- Elaborates on how your product/service addresses main customer's needs
- Shares tactics for researching customer needs and market trends
- Identifies relevant data sources to obtain up-to-date information
Question
5
How would you change your approach for a short sales cycle compared to a long sales cycle?
What does this question reveal?
Recognize differences in short and long sales cycles
Explore tips
- Understands that short sales cycles require a quick close
- Understands that long sales cycles require a more careful, tailored approach
- Demonstrates a willingness to cooperate with customer demands
- Shows they consider the company values and goals for the sales cycle
Question
6
Tell me about the last time you lost a sale or a lead you were trying to generate for the business. What did you learn from it?
What does this question reveal?
Update performance based on lost sales and apply learnings to future sales
Explore tips
- Demonstrates a willingness to learn from failure and not be deterred by it
- Identifies relevant the factors that prevented the sale from succeeding
- Considers how process/practice can be updated to prevent future losses
- Strives for perfection but is also realistic about what is in their control
Question
7
Tell me about a time you had to hit tough sales targets. How did you manage the challenge, and what was the outcome?
What does this question reveal?
Stay engaged and persevere in the face of setbacks or adversity
Explore tips
- Clearly describes the challenge experieced with hitting sales targets
- Understands the bigger picture and objectives behind the targets
- Shares specific strategy and actionable steps that helped them reach their goal
- Remains optimistic and determined even in the face of setbacks
Question
8
When working in sales or business development, you typically have multiple important project details to keep track of. What are some ways you would stay organized and keep track of these details?
What does this question reveal?
Follow a systematic approach to keep project information organized
Explore tips
- Recognizes the importance of organization for projects to run effectively
- Spends time planning/setting up system in advance (e.g. progress tracker)
- Highlights specific productivity tools/applications they've used effectively
- Considers how tools or systems integrate with company's CRM software
Question
9
Describe your daily work routine for your previous job. Did you follow a specific process when organizing and scheduling your work?
What does this question reveal?
Organize work effectively and prioritize tasks
Explore tips
- Describes their previous daily work routine in a clear and comprehensive manner
- Discusses specific strategies they used to plan and maintain their routine
- Demonstrates multitasking strategies (creating a to-do list, prioritizing, etc.)
- Shares productivity tools/applications they used to effectively manage work
Question
10
When presenting [insert company product name] to a potential customer, how would you be sensitive to the customer’s needs and feelings?
What does this question reveal?
Prioritize the customer’s needs when pitching
Explore tips
- Demonstrates a willingness to adapt to meet client needs
- Discusses researching the client to inform the communication/presentation style
- Discusses asking questions to identify and understand the client’s needs
- Shows they can listen and prioritize the client’s needs/feelings in presentation
Question
11
Based on your past experience, what is the best way to establish and maintain a relationship with a prospect?
What does this question reveal?
Strategically establish relationships with prospects
Explore tips
- Engages with prospects using different modes of communication
- Researches customer to identify needs and build strong rapport with prospects
- Shows they prioritize leads who will become long-term customers
- Emphasizes how they will provide value to clients (e.g. solves problems)
Question
12
From your past experience, describe how you have handled working with customers from diverse cultural or demographic backgrounds.
What does this question reveal?
Is sensitive and attentive to cultural and demographic differences
Explore tips
- Communicates the value of working with clients from various cultural backgrounds
- Treats all with customers with respect and empathy regardless of background
- Highlights key customer differences they've encountered in the past
- Sought out cultural-specific customer knowledge in the past when appropriate
Question
13
Imagine a sales representative in your team is not meeting their sales quotas. How would you address this to help them close more sales?
What does this question reveal?
Identify and address issues around closing sales
Explore tips
- Suggests acting as a mentor/coach to help the employee boost their sales skills
- Suggests helping the sales representative identify and address their weaknesses
- Suggests informing the employee about the impact of low sales on business goals
- Suggests reviewing and discussing the employee's sales DNA
Question
14
Imagine you have just closed a sale. How would you use this opportunity to retain existing customers or gain new customers?
What does this question reveal?
Retain existing customers and gain new customers
Explore tips
- Discusses requesting referrals directly after closing a sale
- Discusses following up with the customer after closing the sale
- Suggests an open door policy with the customer to ensure a return customer
- Discusses learning from customer objections and feedback to improve future sales
