Sales Development Representative

 Function: Sales

  About Sales Development Representative:  Generates and qualifies leads for the sales team. This role falls within the Sales function of a firm.  Key aspects of this role are covered below to give you an idea about your own resume and help you distill your own experiences for a prospective employer in interviews

 Primary Activities 


  A Sales Development Representative in the Sales function is typically expected to perform the following activities as a part of their job. Expect questions delving deeper into these areas depending on your level of experience. This is a representative list and not a complete one; the latter are generally based on the exact nature of the role

  •  Prospecting: Identifying and researching potential leads and prospects to generate new business opportunities
  •  Outreach: Initiating contact with leads through various channels such as phone calls, emails, and social media to establish communication and gather information
  •  Qualification: Assessing the suitability of leads by evaluating their needs, budget, authority, and timeline to determine if they are a qualified sales opportunity
  •  Lead Nurturing: Building relationships with leads by providing relevant information, addressing their concerns, and guiding them through the sales process to increase their interest and engagement
  •  Appointment Setting: Scheduling meetings or demos between qualified leads and sales representatives to further explore their needs and present potential solutions
  •  Pipeline Management: Tracking and managing the progress of leads through the sales pipeline, ensuring timely follow-ups, and updating CRM systems with accurate information
  •  Collaboration: Working closely with sales teams to align strategies, share insights, and provide support in achieving sales targets
  •  Continuous Learning: Staying updated on industry trends, product knowledge, and sales techniques to enhance sales effectiveness and adapt to changing market dynamics

 Key Performance Indicators 


  Sales Development Representatives in the Sales function are often evaluated using the following KPI metrics. Address atleast some of these metrics in your resume line items & within your interview stories to maximize your prospects (if you have prior experiences in this or a related role). This is not a comprehensive list and exact metrics vary depending on the type of business

  •  Number of qualified leads generated: The number of leads that meet the criteria for being considered qualified prospects
  •  Conversion rate from lead to opportunity: The percentage of leads that are successfully converted into sales opportunities
  •  Opportunity win rate: The percentage of sales opportunities that result in a closed deal
  •  Average response time to inbound leads: The average time it takes for a sales development representative to respond to incoming leads
  •  Number of outbound calls made: The total number of phone calls made by the sales development representative to potential prospects
  •  Number of outbound emails sent: The total number of emails sent by the sales development representative to potential prospects
  •  Meeting set rate: The percentage of leads that result in a scheduled meeting or demo
  •  Average deal size: The average value of closed deals won by the sales development representative
  •  Sales cycle length: The average time it takes for a sales opportunity to progress from initial contact to closed deal
  •  Customer acquisition cost (CAC): The cost associated with acquiring a new customer, including marketing and sales expenses

 Selection Process 


  Successful candidates for a Sales Development Representatives role in the Sales function can expect a similar selection process as the one outlined below. Actual process may vary depending on seniority, size/type of company etc.

  • Phone screening

    Brief phone call to assess qualifications and interest

  • Initial interview

    In-person or virtual interview with hiring manager to discuss experience and skills

  • Sales role play

    Simulated sales scenario to evaluate selling abilities

  • Panel interview

    Interview with multiple team members to assess cultural fit and teamwork skills

  • Behavioral interview

    Structured interview focusing on past experiences and how they relate to the role

  • Reference check

    Contacting provided references to gather insights on candidate's performance

  • Final interview

    Meeting with senior sales leaders or executives to make the final hiring decision


 Interview Questions


  Common Interview Questions that a Sales Development Representatives in the Sales function is likely to face. Prepare stories that tailor to your own experiences that may help you answer these questions effectively. This is not a complete list and more questions will be added over time. Use the topic tags in the search box below to filter by specific topics




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