Comment recruter un(e) Sales Development Representative
SDRs are the top of your revenue funnel. They generate qualified pipeline by prospecting, outbounding, and qualifying inbound leads. Hiring great SDRs means finding people with high energy, resilience, intellectual curiosity, and a genuine desire to grow in sales. You're often hiring for potential as much as experience.
Ce qu'il faut rechercher
- Coachability: SDRs should be open to feedback and improve week over week
- Resilience: ability to handle rejection without becoming demoralized
- Intellectual curiosity: genuine interest in your product, industry, and customers
- Clear written communication: cold emails and LinkedIn messages need to be compelling
- Organization and discipline: SDRs work high-volume sequences and can't let things fall through the cracks
- Competitive drive: intrinsic motivation to hit and exceed activity targets
Le processus de recrutement
- 1
Initial screen — motivation and fit
Assess why they want to be in sales and why they want to work at your company. Generic answers are a bad sign.
- 2
Cold email writing exercise
Ask them to write a cold outreach email to a specific persona. Look for personalization, clear value prop, and a strong CTA.
- 3
Cold call roleplay
Have them cold call you (as a prospect). Observe opening, pivoting past a brush-off, and qualifying interest.
- 4
Objection handling exercise
Give 2–3 common early-stage objections ('We already have a solution', 'Not interested'). How do they respond?
Conseils d'entretien
- Ask 'Tell me about a time you were rejected repeatedly and how you kept going' — core to SDR success
- Ask them to research your company for 10 minutes and give you their pitch — tests preparation and coachability
- Ask 'What do you know about our buyers and their biggest challenges?' — look for genuine research
- Ask how they would approach a cold sequence for a specific persona
Signaux d'alerte
- No interest in the product or industry — hard to sell what you don't care about
- Defensive when given feedback during the roleplay
- Only talks about their communication skills with no evidence of hitting activity metrics
- No clear career path thinking — great SDRs want to develop into AEs or marketing leaders
- Generic cold email with no personalization in the writing exercise
Interviewez vos candidats Sales Development Representative avec l'IA
Obtenez des questions d'entretien structurées suggérées en temps réel. Concentrez-vous sur le candidat.