If you’re preparing for a Business Development Representative (BDR) interview, it’s important to know what questions to expect. These interviews are designed to assess your skills and fit for the role. By preparing ahead of time, you can increase your chances of acing the interview and landing the job.

Some common BDR interview questions include those related to your skills and ability to do cold outreach. You may also be asked about your communication skills, problem-solving abilities, and your approach to teamwork. It’s important to be prepared to answer these questions in a clear, concise manner, highlighting your strengths and demonstrating your value as a potential hire. You may also be asked about your understanding of the company’s products or services. However, since this information will usually be a part of training, these questions are typically designed to test your habits and work ethic related to preparation.

To help you prepare, we’ve compiled a list of some of the most common BDR interview questions, as well as tips for how to answer them effectively. By familiarizing yourself with these questions and practicing your responses, you’ll be well-equipped to impress your interviewer and stand out from the competition.

Understanding the Role of a BDR

As a Business Development Representative (BDR) — or a Sales Development Representative (SDR), depending on the company — you are the first point of contact between potential customers and the company. Your primary responsibility is to qualify leads and set meetings with them for the sales team. You may be new to sales, so here’s a quick overview of the key responsibilities of a BDR and the key performance indicators (KPIs) that determine success in this role.

Responsibilities of a BDR

As a BDR, your responsibilities include:

• Prospecting: This involves identifying potential customers and generating leads through various channels such as email, social media, and cold calling.
• Qualifying leads: Once you have generated leads (via your own research and sourcing), or had them handed to you by your team, you need to qualify them to ensure that they are a good fit for the company’s products or services. This involves understanding the customer’s needs, pain points, and in some cases, budget.
• Scheduling meetings: Once a lead is qualified, the next step is typically to schedule a meeting between the lead and an account executive.
• Maintaining CRM Status and Notes: It is essential to keep the customer relationship management (CRM) system up to date with accurate information about the leads.

Key Performance Indicators for BDRs

The success of a BDR is measured by the following KPIs:

• Number of qualified leads: This is the number of leads that have been qualified and passed on to the sales team.
• Meetings booked: This is the number of meetings scheduled with Account Executives (AEs)
• Activity level: This includes the number of calls made, emails sent, and meetings scheduled.

How to Prepare for BDR Interviews

Preparing for a BDR interview is crucial to landing the job. To ensure you make a good impression, you should research the company and understand the product or service they offer. Here are some preparation strategies to help you ace your BDR interview.

Researching the Company

Before your interview, research the company thoroughly. Look at their website, social media pages, and any recent news articles. Take note of their mission, values, and goals. Look them up on RepVue to see how other sellers rate the company. This information will help you understand the company’s culture and how you can fit into it.

Don’t forget to research SDR/BDR salaries to know what you should expect!

It’s also important to go one step further and research the company’s competitors. This will give you insight into the industry and help you understand the challenges the company is facing. You can use this information to demonstrate your knowledge and interest during the interview.

Look for any information that you can find on what’s important to that company. Has the CEO or another exec recently done an interview or podcast? If so, read or listen to it. 

Pro tip: If it’s a public company, listen to their most recent quarterly earnings call. See if you can note three things that are interesting to you, and potentially relevant to the role that you’re interviewing for. 99% of candidates for an SDR role won’t do this — and it’s a great way to set yourself apart.

Understanding the Product or Service

Take the time to learn about the features and benefits of the product or service. This will help you speak about it confidently during the interview.

It’s also important to understand the target market for the product or service. As a BDR, part of your job will be to identify potential customers and this will help you demonstrate that ability.By doing your homework, you can demonstrate your knowledge and interest in the company and position yourself as a strong candidate. 

Don’t be intimidated by this process, however. A BDR role is usually an entry-level sales role, so you’re not expected to be an expert on the company or the industry. In fact, you should feel comfortable mentioning areas that you learned about but don’t fully understand. 

You could say something like, “In my research on [Product], I noticed that it seems to be mostly for [Audience] — but I didn’t quite understand why they would have this problem?” 

If you’re worried that a question like this might hurt you because you’re admitting that you don’t fully understand something, the opposite is true. A question like this tells the interviewer that not only have you done meaningful research, but you’ve also thought about it critically, and you have enough confidence to ask questions to try to learn more. This is exactly the kind of person that most companies want to hire for a BDR role.

Behavioral Questions for BDR Interviews

Behavioral questions are a common component of BDR interviews. These questions aim to assess your past behavior and how you handle specific situations. The interviewer wants to know how you will react in different scenarios and how you will use your skills and experience to overcome obstacles.

Handling Rejection

One of the most important skills for a BDR is the ability to handle rejection. The job involves a lot of cold calling and email outreach, which means you will face a lot of rejection. 

The interviewer may ask you questions such as:

• Tell me about a time when you faced rejection. How did you handle it?
• How do you stay motivated when you face rejection?
• How will you feel if you get hung up on three times in a row?

When answering these questions, it’s important to show that you have a positive attitude and are resilient. You can mention specific techniques you use to stay motivated, such as taking a break, talking to a colleague, or focusing on your long-term goals. It’s also important to demonstrate that you won’t take this type of rejection personally.

Meeting & Overcoming Challenges

Goals are set high for SDRs and BDRs, and you’ll be expected to achieve them. You won’t always (or ever) have a say in what your quota targets are though, and that can be difficult for some people.

You can expect a question like:

• How do you handle ambitious goals that are assigned to you?

Here you could say something about how you are used to ambitious goals and how you break it down into smaller goals in your head so it isn’t as daunting. Talk about focusing on what is in your control, which in this case is activity volume. 

Do some math. Use the whiteboard. Work backwards from the goal by calculating the conversion rate at each step in the lead flow funnel, and determine how many activities per day it will take to hit the goal. Then focus on hitting that activity target. 

If competition motivates you (in a healthy way), here’s a great place to discuss that and how it can be an asset to you. Did you enjoy competing in sports or gaming? If so, you can mention that. Many companies like hiring people who are driven to excel and who thrive on competition.

Team Collaboration

Another important skill for a BDR is the ability to collaborate with your team. The job involves working closely with sales reps, marketing teams, and other departments. The interviewer may ask you questions such as:

• Tell me about a time when you had to work with a difficult team member. How did you handle it?
• How do you ensure that your team is aligned and working towards the same goals?

When answering these questions, it’s important to show that you are a team player and can work effectively with others. You can mention specific techniques you use to communicate with your team, such as regular check-ins, using project management tools, or scheduling team-building activities.

Experience & Skills-Based Questions for BDR Interviews

You can also expect questions that dive into your previous experience and skills. These questions help interviewers understand how well you can manage daily tasks and use the tools necessary for the role. 

BDR roles are often entry-level and you may not have any experience in these areas. Be honest about your level of experience, but also do some research on these questions beforehand. That way, you can speak confidently about how you will approach these things in the role. 

Here are a few common experience-based questions:

• How do/would you prioritize your leads?
  • The interviewer is looking to see how you manage your time and focus on high-value leads. Be sure to explain how you assess the quality of leads and the steps you take to ensure none fall through the cracks.
• Describe your process for researching potential clients.
  • Research is key in any sales role, and your ability to effectively research prospects will be evaluated. Discuss how you gather information on a client’s needs, industry, and challenges before reaching out.
• How do you stay organized with your outreach and follow-ups?
  • BDRs juggle many conversations at once, so interviewers want to hear how you manage it all. Mention any tools or strategies you use to track communications and ensure timely follow-ups.
• What tools and software have you used for prospecting and outreach?
  • Many companies rely on specific CRM systems, outreach platforms, and other software to streamline their sales process. Be prepared to talk about tools like Salesforce, HubSpot, or LinkedIn Sales Navigator.

Problem-Solving & Critical Thinking Questions for BDR Interviews

Problem-solving is crucial for BDRs who often face unexpected challenges. Interviewers may ask questions that test your ability to think on your feet and navigate obstacles. Here are a few examples:

• How would you approach a prospect who isn’t interested in your product or service?
  Rejection is common in this role, but knowing how to steer the conversation can make a big difference. When answering, show your ability to address objections and find creative ways to demonstrate the value of what you’re offering.
  
• Can you describe a time when you failed to meet a quota? How did you handle it?
  This question evaluates how you learn from setbacks and adjust your strategy. Be honest about the situation, but focus on what you learned and the steps you took to improve in the future.
  
• What would you do if you realized halfway through a pitch that the prospect was not a good fit for the product?
  Sales isn’t just about pushing a product—sometimes it’s about knowing when to pivot or move on. Explain how you would handle this scenario tactfully, whether it’s reframing the conversation or suggesting a different solution.

Motivation & Goals

Hiring managers want to see that you’re driven to succeed in this role and that you have a clear vision for your future. Here are some common questions used in BDR interviews related to motivation and goals:

• What interests you about this role?
  This is your chance to talk about what gets you excited about the work. Whether it’s closing deals, achieving quotas, or building relationships, give insight into what drives your success.
  
• Where do you see yourself in 2-3 years?
  BDR roles are often entry-level positions that lead to higher sales roles. Explain how this position fits into your long-term career plans, such as transitioning to an Account Executive (AE) role or leadership in sales.
  
• What’s the most difficult part of selling for you, and how do you handle it?
  No one excels at every part of the job, but interviewers want to know how you manage areas where you may need improvement. Be candid about your challenges, but emphasize the strategies you use to overcome them and continue developing professionally.

Additional Questions to Expect in BDR Interviews

What do you think our ideal customer profile (ICP) is? 

Sharing your take on the company’s ideal customer profile (ICP) can give the employer great insight into if you have done any research prior to the interview. The best candidates usually have a general curiosity in the business and will get an idea of who the company sells into. A good way to do this is look at their website and see if they have their customers listed on there. 

What was the average deal size at your last company?

A lot of companies might be interested in this metric — if you’ve had a prior sales role. It will give them a good idea of how big of the deals you are comfortable with and if you are a good fit. 

Can you tell us about one of your biggest wins?

Definitely spend some time thinking about this one beforehand. How you respond is important. It will be a red flag for the hiring manager if:

• You can’t think of any wins in your career
• Your responses are templated, your stories are vague
• Your responses lack energy

This question comes directly from our interview with an executive at Elastic. Check it below out to learn more about answering this question.

Why do you want to sell our product or service?

This is obviously your chance to kind of do a little bit of selling. Show them why you think their product is great and maybe bring up a few use cases you can see it being useful for or maybe a market segment they weren’t thinking of before.

How do you feel about cold calling?

They want to see your resilience here, and know that you aren’t afraid of hearing a no. You could also mention something about how you plan to move up to AE, but you understand that you’ll likely still make cold calls in that role. This will show them that you are ambitious. 

Questions You Should Ask in a BDR Interview

Two key questions that everyone should ask, but most people don’t:

1. Can you tell me about the interview process? How long is it, how many steps, etc.?
2. Is there any reason that you think I wouldn’t be a fit for this role? Is there any reason that you could see why I wouldn’t move through to the next stage in the process? 

These are great questions to ask, and will give you a chance to demonstrate your ability to book a meeting.

Post-Interview

Congratulations, you have completed your BDR interview! The next step is to follow up with the interviewer and evaluate any potential offer that may come your way.

Follow-Up Best Practices

It is always a good idea to send a thank you email to the interviewer within 24 hours of the interview. This shows that you are interested in the position and appreciate their time — and that you understand the importance of follow up in a sales role.

In your email, express your gratitude for the opportunity to interview and reiterate your interest in the position. You can also take this opportunity to ask any follow-up questions you may have or provide additional information that you forgot to mention during the interview.

If you do not hear back from the interviewer within a week, it is acceptable to send a polite follow-up email to inquire about the status of your application. Keep in mind that the hiring process can take time, so be patient and respectful of the interviewer’s schedule. If you’ve asked about the process, then you should politely reference that information in your question.

Evaluating an Offer

If you receive an offer, take the time to carefully evaluate it before accepting or declining. Consider factors such as the salary, benefits, work schedule, in-office vs remote expectations, and company culture. Be sure to ask any questions you may have about the offer, such as the start date and any additional training or onboarding that may be required. Also ask whether there is a ramp-up period and how quota and goals are managed during that period.

It is also important to understand the terms of the offer. If you have any concerns or questions about the offer, do not hesitate to ask for clarification or negotiate the terms.

Quick Reference: Common BDR Interview Questions

Here’s a list of all the questions included above:

Behavioral Questions:

1. Tell me about a time when you faced rejection. How did you handle it?
2. How do you stay motivated when you face rejection?
3. How do you handle ambitious goals that are assigned to you?
4. Tell me about a time when you had to work with a difficult team member. How did you handle it?
5. How do you ensure that your team is aligned and working towards the same goals?

Experience & Skills-Based Questions:

1. How do/would you prioritize your leads?
2. Describe your process for researching potential clients.
3. How do you stay organized with your outreach and follow-ups?
4. What tools and software have you used for prospecting and outreach?

Problem-Solving & Critical Thinking Questions:

1. How would you approach a prospect who isn’t interested in your product or service?
2. Can you describe a time when you failed to meet a quota? How did you handle it?
3. What would you do if you realized halfway through a pitch that the prospect was not a good fit for the product?

Motivation & Goals Questions:

1. What interests you about this role?
2. Where do you see yourself in 2-3 years?
3. What’s the most difficult part of selling for you, and how do you handle it?

Additional BDR Interview Questions:

1. What do you think our ideal customer profile (ICP) is?
2. What was the average deal size at your last company?
3. Can you tell us about one of your biggest wins?
4. Why do you want to sell our product or service?
5. How do you feel about cold calling?