Starting a career in SaaS sales can be challenging, especially when it comes to acing that first round interview to become a Sales Development Representative (SDR). In his video and guest post, Troy Barter shares some valuable tips to help candidates clearly differentiate themselves from the competition and land an SDR position.

Key Qualities Hiring Managers Look For

When it comes to the role of a Sales Development Representative (SDR), there are two key things that hiring managers are looking for: strong work ethic and a great culture fit. In order to stand out from other candidates during the interview process, there are three tips that can help applicants clearly separate themselves from the rest of the pool.

Looking for an SDR role? Check these out.

The first tip is to guarantee activity metrics. While this may be risky, it shows a willingness to commit to delivering on promises made during the interview process. By guaranteeing to lead the board on any activity metric tracked, such as dials or emails, the applicant can demonstrate their work ethic and commitment to the role.

The second tip is to offer to role play with the interviewer during the call. This shows a willingness to jump in and improve, as well as a lack of fear when it comes to pitching and cold calling. While it doesn’t have to be perfect, it demonstrates a self-starter mentality that is highly valued in SDRs.

The third and final tip is to push hard to book the next meeting during the initial interview. While this may not always be possible, it shows an ability to overcome objections and close deals, which is a key aspect of the SDR role.

By following these three tips, applicants can set themselves apart from the rest of the pool and increase their chances of moving on to the next round of the interview process. It’s important to remember that these tips should only be applied if the applicant is willing to commit to them, as they require a strong work ethic and dedication to the role.

Let’s go a bit deeper into each of the three tips:

Tip 1: Guarantee Your Activity

To stand out as a Sales Development Representative (SDR) candidate, it’s important to guarantee your activity. This means committing to leading the board in any activity metric tracked by the company from day one. By doing so, you show that you have a strong work ethic and are willing to put in the effort to succeed.

To guarantee your activity, you need to be willing to put in the work. On average, SDRs make 40 to 60 calls a day, but by committing to leading the board, you can easily do over 100 calls a day. The same applies to emails and any other activity metric tracked by the company.

Guaranteeing your activity is a risky move, but one that can pay off if you deliver on your promise. It demonstrates that you are willing to be a pacesetter and leader in the company, not just someone who is content to meet minimum expectations.

It also helps to improve the company culture by setting a high standard for others to follow. By committing to leading the board in any activity metric, you show that you are not just focused on your own success, but on the success of the team as a whole.

Tip 2: Offer to Role Play

It is important to demonstrate your willingness to jump in and get started. One way to do this is to offer to role play with the interviewer during the call. This shows that you are not afraid to pitch, cold call, and work on improving your skills.

Offering to role play is a great way to demonstrate your self-starting attitude. I have asked candidates to role play their pitch with me, but I’ve rarely had a candidate offer to do it without being prompted.

By offering, you show that you are willing to take initiative and get started right away. This is an important quality for a sales development representative, as it demonstrates your ability to work independently and take ownership of your tasks.

Curious what SDRs earn? Compare SDR salaries here.

Tip 3: Push to Book the Next Meeting

During the initial interview, it is important for you to push for booking the next meeting. This not only shows your willingness to overcome objections and close deals but also demonstrates your understanding of the role you are interviewing for. (It’s an SDR’s job to book meetings!)

Express your interest in the company and the role and ask to schedule the next round of the interview. Even if the interviewer mentions that they need to vet other candidates before scheduling the next round, you should still try to book a tentative meeting.

By doing so, you’ll be in the back of the interviewer’s mind for the rest of the day, and it shows that the candidate is proactive and eager to move forward in the process.

It is important to note that the candidate may not necessarily book the meeting, but the effort put in to try and schedule it will leave a lasting impression on the interviewer.

About Troy Barter

Troy Barter has more than 17 years of experience in sales and more than 10 years experience as a sales leader in SaaS. During his time in SaaS sales, he’s helped scale multiple sales organizations to billion-dollar valuations and multibillion-dollar acquisitions. Troy is currently the Head of Revenue at Rocket Shipping and cohost of the Rocket Revenue podcast (YouTube, Spotify, Amazon, Buzzsprout).