Sales Questions

Strategic Interview Questions for Sales Development Representative Candidates


In sales, asking strategic interview questions is crucial, particularly when hiring a Sales Development Representative (SDR). The right questions can help identify the best candidate for the role.

Understanding the SDR Role

SDRs are key to generating leads and building customer relationships. They’re the first contact for new business prospects and play a vital role in maintaining revenue growth. Key SDR skills include excellent communication, understanding and articulating a product’s value, and a strong drive to meet sales targets.

Strategic Interview Questions

Here are 10 strategic interview questions to ask SDR candidates:

  1. Describe a time when you had to sell a challenging product or service. How did you overcome the difficulties?
  2. How do you research and identify potential leads?
  3. How do you handle rejection or objections from potential customers?
  4. Describe a time when you exceeded your sales targets. What strategies did you use?
  5. How do you maintain relationships with potential customers who aren’t ready to buy?
  6. How do you stay motivated when sales are slow?
  7. Describe a time when you had to deal with a difficult customer. How did you handle it?
  8. How do you keep up-to-date with industry trends and changes?
  9. How do you consistently meet your sales targets?
  10. Describe a time when you had to collaborate with a team to achieve a sales goal?

Evaluating Responses

Assess candidates’ answers for evidence of problem-solving skills, resilience, and a customer-centric approach. Successful SDRs can demonstrate overcoming challenges, staying motivated despite rejection, and building strong relationships with potential customers.


A well-structured interview process with strategic questions can lead to better hiring decisions. It allows a deeper understanding of a candidate’s skills, experience, and suitability for the SDR role. The goal isn’t just to fill a vacancy, but to find the right person who can contribute to your company’s growth and success.

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