Sales Development Representative interview questions
Grouped by interview stage, with what a strong answer actually sounds like — the part most question lists leave out.
When interviewing a sales development representative, structure questions by stage and assess against the role's actual requirements. SDRs create qualified pipeline through outbound and inbound follow-up. The questions below cover screening through final round, each with what a strong answer sounds like and the warning signs of a weak one.
How to use these
Pick four to six for a 45-minute interview — not all 7. A well-followed-up question takes six to eight minutes, and the information is almost always in the follow-up rather than the first answer. Ask the same core questions of every candidate so you can actually compare them; vary the follow-ups.
Screening questions
What did your daily activity actually look like in your last role?
Why ask it: Establishes real volume and process rather than a claimed number.
A strong answer: Specific numbers, how they were split, how they planned the day.
A weak answer: Vague, or quotes only targets rather than what they did.
Talk me through your best-performing outbound message and why it worked.
Why ask it: Tests whether they think about messaging or just send volume.
A strong answer: Can recite it, explains the relevance hook, knows the response rate.
A weak answer: Used whatever the template said.
Core questions
How do you research an account before reaching out?
Why ask it: The difference between personalised outreach and spray-and-pray.
A strong answer: Specific method — trigger events, org structure, a real reason to call now.
A weak answer: Checks the website and uses the company name in the first line.
You have had three weeks below target. What do you do?
Why ask it: The most important question for this role. Everyone has bad stretches.
A strong answer: Diagnoses which part of the funnel broke, asks for help, changes one variable at a time.
A weak answer: Works harder with no diagnosis, or blames lead quality.
How do you handle "we already use a competitor"?
Why ask it: The most common objection, and the response is highly trainable but revealing.
A strong answer: Gets curious rather than defensive; asks what is working and where the gaps are.
A weak answer: Immediately lists why the competitor is worse.
Final questions
Tell me about feedback you received that changed how you work.
Why ask it: Coachability is the strongest predictor of SDR success.
A strong answer: Specific feedback, initially uncomfortable, concretely applied.
A weak answer: Cannot recall any, or only flattering feedback.
What do you want to be doing in two years?
Why ask it: SDR is usually a stepping stone; a mismatch here is expensive on both sides.
A strong answer: Honest about the direction, understands what the path requires.
A weak answer: Says whatever they think you want to hear.
Red flags for this role
- Cannot quote any activity numbers
- Blames leads for all shortfalls
- No examples of acting on feedback
What a sales development representative actually does
SDRs create qualified pipeline through outbound and inbound follow-up. It is a high-volume, high-rejection role where consistency and coachability predict success better than charisma.
See the full sales development representative job description, including how to assess each requirement.
Generate questions specific to your role — and that account for what previous interviewers already asked — with the free interview question generator.