15 SDR Interview Questions (and What Good Answers Sound Like)
The 15 best interview questions for hiring a sales development rep, what to listen for in each answer, and a simple practical test to run.
By the Zenstack team · · 2 min read
An SDR interview should answer three questions: can they write, can they talk, and will they keep going when most outreach gets ignored? These 15 questions cover all three.
Experience and results
1. Walk me through a typical day in your last SDR role. Listen for structure: call blocks, research time, follow-up. Vague answers suggest little real experience.
2. What were your monthly targets, and how often did you hit them? Strong candidates give exact numbers without hesitation.
3. What was your best month, and what made it different? You want a specific reason, not luck.
4. Tell me about a month you missed target. What did you change? Shows honesty and the ability to improve.
Prospecting and research
5. How do you decide who to contact? Good answers mention a clear customer profile and a trigger, such as a new hire or job post.
6. How long do you spend researching one prospect? Too long means low volume. Too short means generic messages. A few minutes is typical.
7. Which tools have you used for lists and sequences? Check they have used tools like yours, or learn new ones quickly.
Email and calling
8. How do you open a cold call? Ask them to say it out loud. Tone matters more than the words.
9. What makes a cold email get a reply? Listen for short, relevant and personal. Be wary of long templates.
10. How many times do you follow up before stopping? Persistent but polite is the goal. One or two touches is not enough.
Handling objections
11. A prospect says "we already have a provider." What do you say? Look for calm curiosity, not an argument.
12. A prospect says "send me an email." What next? Good SDRs ask one more question to make that email relevant.
Mindset
13. How do you deal with a day of rejections? Resilience is the job. Listen for a routine, not bravado.
14. Why sales development, and where do you want to be in two years? There is no wrong answer, but it tells you how long they will stay motivated.
15. What questions do you have about our product and customers? Curious people ask good questions. No questions is a warning sign.
A simple practical test
Questions only show part of the picture. Add two short tasks:
- Cold email. Give them a real target company and ask for one email in 15 minutes.
- Mock cold call. You play the prospect. Give one objection and see how they respond.
These two tests predict performance better than any interview answer.
Red flags
- Cannot recall their own numbers
- Blames leads, tools or managers for every missed target
- Talks without listening during the mock call
- Long, formal emails full of buzzwords
Shortening the process
Screening dozens of applicants takes weeks. Through Zenstack, every SDR you meet is already vetted and experienced, and sends a 2-minute video introduction so you hear how they speak before the interview. See the remote SDR page, or read what an SDR does and SDR KPIs to track once they start.
Frequently asked questions
How many interviews should an SDR hiring process have?
Two is usually enough: a screening call, then an interview with the practical tasks. Long processes lose good candidates.
Should I hire an experienced SDR or train a beginner?
If you have no sales manager to coach daily, hire experience. Beginners need structured training and close feedback to succeed.
Do these questions work for appointment setters too?
Most do. For setters, put more weight on the mock call and on speed and accuracy with the CRM.