Sales Development Representative Interview Questions

1.1The SDR role - outbound prospecting, inbound qualification, and the pipeline contribution to the AE team

1.2The sales development process - from prospect research to booked meeting to AE handoff

1.3Ideal customer profile - understanding who you are targeting and why they are the right prospect

1.4SDR metrics - activity targets, conversion rates, and the numbers that define success in the role

2.1Prospect research - using LinkedIn, company websites, and intent data to understand the prospect

2.2Account-based prospecting - building a targeted list of companies and stakeholders to approach

2.3Trigger-based outreach - using events like funding rounds, new hires, and product launches to time outreach

2.4Research efficiency - how to build a solid prospect picture quickly without spending hours per account

3.1Email prospecting - subject lines, personalisation, value proposition, and calls to action that get replies

3.2Cold calling - the opening, the pitch, handling the gatekeeper, and getting to the decision-maker

3.3LinkedIn outreach - connection requests, InMail, and using social channels to warm up prospects

3.4Multi-touch sequencing - how to combine email, phone, and LinkedIn across multiple touchpoints

4.1Common SDR objections - not interested, no budget, wrong timing, and already have a solution

4.2Objection prevention - how to craft messages that anticipate and reduce the most common rejections

4.3Reframing objections - techniques for turning a no into a conversation rather than a dead end

4.4When to persist and when to move on - the judgment call that separates great SDRs from average ones

5.1Qualification frameworks - BANT, MEDDIC, and what the SDR needs to uncover before passing to the AE

5.2Discovery on the first call - how to ask the right questions without making it feel like an interrogation

5.3Identifying pain and urgency - the difference between interest and genuine buying intent

5.4SDR to AE handoff - what a great handoff looks like and how to set the AE up for success

6.1CRM discipline - logging calls, updating records, and keeping the system accurate so the pipeline is reliable

6.2Sales engagement platforms - how to use sequencing tools, diallers, and LinkedIn efficiently

6.3Intent data and enrichment tools - using buying signals to prioritise the best opportunities

6.4Productivity habits - how top SDRs structure their day to maximise output and avoid burnout

7.1Inbound lead handling - speed to lead, how to qualify quickly, and connecting when motivation is highest

7.2Qualifying inbound leads - not every lead is good and how to assess fit and intent efficiently

7.3Inbound vs outbound - how the approach differs and what changes when someone has already raised their hand

7.4Service level agreements with marketing - the rules around lead follow-up and feedback loops

8.1Rejection resilience - the mental game of outbound prospecting and how to stay motivated

8.2Consistent activity habits - how to maintain output across a full week and a full quarter

8.3Learning from failure - using rejected outreach and failed calls to improve the approach

8.4Growth mindset in sales development - how the best SDRs use the role as a learning platform

9.1SDR to AE progression - the skills to develop, the timeline, and how to make the case for promotion

9.2SDR to marketing or customer success - alternative paths and what makes you attractive for each

9.3Building your personal brand as an SDR - demonstrating expertise and standing out in the team

9.4Mentoring and being mentored - how to get the most from the SDR-to-senior relationship

10.1Technical questions - prospecting approach, objection handling, qualification, and CRM discipline

10.2Role play exercises - a cold call, handling an objection, or pitching the product under interview conditions

10.3Behavioural questions - motivation, resilience, learning from failure, and what drives you in sales

10.4OTE and compensation structure for SDR roles, evaluating a sales development programme, and questions that reveal the coaching culture and progression path