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Introduction For Hiring The Modern SDR - Betts Recruiting
Introduction For Hiring The Modern SDR - Betts Recruiting
Introduction For Hiring The Modern SDR - Betts Recruiting
HIRING FOR
THE MODERN SDR
CONTENTS
Introduction
13
Getting Started
14
16
Phone Interview
17
19
Culture Interview
21
23
Conclusion
24
INTRODUCTION
A common frustration we hear from new clients is hiring
and scaling a quality Sales Development Representative
(SDR) team.
Traditional sales models are dying and the demand for
highly specialized technical salespeople are at an all time
high.
As Sales Trainer John Barrows
puts it, the average salesperson
will die a slow and painful
death in the coming years
as processes are becoming
automated and antiquated
sales techniques are being
disregarded.
Traditional sales
models are dying and
the demand for highly
technical salespeople are
at an all time high.
Sales DNA
Hungry
Competitive
Energetic
Urgent
Listener
Personable
Confident
Organized
Polished
Intelligent
AVERAGE
New York
San Francisco
$51,015
$48,947
AVERAGE OTE
New York
San Francisco
$65,000
$84,336
EQUITY
New York
37.5%
San Francisco
68.1%
BUILDING A DREAM
TEAM: ACHIEVERS
INTERVIEW WITH
RALPH BARSI
"Sales Development
leaders: Focus on
strategy, people,
process, and technology
in that order."
JONATHON DAVIS
There were other offers I had before I met with Ralph, but I
decided to take the interview because he explained to me
how it was a stepping stone to a better opportunity, and that
is what really sold me on not taking the other opportunities."
LUKE WALTERS
If someone chooses
ALLISON SCHULMAN
market. "
ZAC AKIN
"People go where
theyre celebrated, not
tolerated. Companies
and leaders need to
celebrate their teams.
Plain and simple."
ANDREW DOOLITTLE
GETTING STARTED
If youre just starting to build out your Sales team or
trying to expand your existing team, one of the most
important areas to start is establishing your hiring process.
SDR hiring typically has a 2-3 week turnaround. If your
organization has a long
You should consider the
hiring process, or none at
all, it can kill deals.
hiring funnel to be almost
Leads
Pipeline
Wins
Candidates
Interviews
Hires
BUILDING YOUR
INTERVIEW PROCESS
Most interviews for SDRs follow a four-step process
beginning with a phone interview, a relevant assignment, a
culture fit interview, and finally a role play.
The more detail and thought you put into your interview
process can not only determine a candidate's qualification,
but it gives you a gauge of the kind of training they will
require if they join your team.
Phone
Interview
Voicemail &
Prospecting Email
Culture
Interview
Role Play
Interview
PHONE INTERVIEW
Phone
Interview
Voicemail &
Prospecting Email
Culture
Interview
Role Play
Interview
PURPOSE
The phone screen is an integral first step to the interview
process.
30 seconds on the phone can tell you a lot about a
candidate that you will never be able to find on a resume.
Sure, convenience plays a factor, if you can tell within the
first few minutes somebody will not be a fit you shouldnt
waste your or their time
by bringing them into the 30 seconds on the phone
office.
But even more
importantly an SDR will
be spending their entire
day on the phone.
can
tell you a lot about a candidate
that you will never be able to
find on a resume.
Why sales?
10 What tools have you used in the past, and how have they
contributed to your success?
VOICEMAIL /
PROSPECTING EMAIL
Phone
Interview
Voicemail &
Prospecting Email
Culture
Interview
Role Play
Interview
PURPOSE
Testing a candidate on what they will be doing day-to-day
is a major differentiator for most interview processes. It is
ok to be more critical in the second round, but again focus
on finding raw talent with a solid foundation of Sales DNA.
When coming up with the
assignments make sure to
give very clear instructions.
You can even leverage your
instructions to qualify out
candidates who were way
off the mark. In addition
to clear instructions, be
sure you give candidates
feedback on their work!
CULTURE INTERVIEW
Phone
Interview
Voicemail &
Prospecting Email
Culture
Interview
Role Play
Interview
PURPOSE
How do you want to feel when you leave at the end of the
day?
Voicemail &
Prospecting Email
Culture
Interview
Role Play
Interview
PURPOSE
The final step in an SDR interview process is a role-play
interview. This is where you can put the candidate to a
final test to vet out if they truly have Sales DNA.
The objective of the Role Play is to see what they learned
from the first two steps and how they apply it in a live
demonstration. You
can structure the
The objective of the role play
role play to be with
is to see what they learned
multiple people in
the room or 1:1 with
and how they apply it in a live
a manager or even
demonstration.
another SDR.
Come prepared with different example scenarios to see
how they handle different situations and personalities.
You can even record the sessions to send back to the
candidate for feedback, to review later with your team, or
to use as examples of exceptional responses for a team
play book.
CONCLUSION
Thank you for reading our eBook on How to Hire the
Modern SDR. We hope you find value in the material and
we wish you best of luck in hiring your team!
Highlights to take with you:
1
www.bettsrecruiting.com