A step by step guide to conducting the perfect BDR interview from resume screen to offer letter to help you hire and retain top talent. You can access an abridged version of this deck here with step by step instructions for the onsite interview phase: http://offers.openviewpartners.com/hubfs/BDR_Interview_Guide_Download.pdf

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BDR INTERVIEW PROCESS
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OFFER
5
DEBRIEF & DECISION
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ONSITE
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HIRING MANAGER
PHONE SCREEN
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RECRUITER PHONE SCREEN
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RESUME SCREEN

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RESUME SCREEN

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THERE ARE ONLY TWO THINGS THAT MATTER:
• Figure out what you’re screening for
• Be consistent
1. RESUME SCREEN

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SNIFF TEST
• Formatting
• Spelling &
Grammar Mistakes
• Consistency
WHAT DO I SCREEN FOR?
IMPACT
• Numbers
• Leadership
• Growth
CONTENT
• Extracurricular
activities / Wins
• College Degree:
Major / minor?
• Proactive vs Reactive
Descriptions
A candidate has all the time in the world to prep a resume. How they
choose to present themselves here is a great indicator of the effort level
and communication skills you will get on the job. Here are a few ideas:

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RECRUITER PHONE SCREEN

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LOOK TO UNDERSTAND THE FOLLOWING:
• Find out if she can do the job on a surface level
• Get her interested in the company and position
2. RECRUITER PHONE SCREEN

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WHY SALES?
sample questions

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HOW DID YOU HEAR ABOUT
US AND WHAT MADE YOU
WANT TO APPLY
sample questions

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WHAT ARE 3
CHARACTERISTICS THAT MAKE
SOMEONE SUCCESSFUL IN
SALES?
sample questions

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HOW HAVE YOU
DEMONSTRATED THIS
CHARACTERISTIC RECENTLY?
sample questions

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DO YOU CONSIDER
YOURSELF COMPETITIVE?
WHY? WHY NOT?
sample questions

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WHAT MOTIVATES YOU?
sample questions

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WHAT WOULD GET YOU
EXCITED TO COME TO WORK
EVERY DAY?
sample questions

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WHAT ACTIVITIES WERE YOU
INVOLVED WITH ON
CAMPUS?
sample questions

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TELL ME ONE THING ABOUT
YOU THAT’S NOT ON YOUR
RESUME.
sample questions

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DISCUSS PREVIOUS ROLES &
COMPENSATION
IF RELEVANT
sample questions

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WHAT DO YOU KNOW
ABOUT XXX COMPANY?

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HOW WOULD YOU MEASURE
SUCCESS IN THIS ROLE?

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HIRING MANAGER
PHONE SCREEN

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LOOK TO UNDERSTAND THE FOLLOWING:
• Would she excel in this position?
• Would she add value to your current team?
• Complete sales role play (sample scenario provided)
• Provide one piece of positive feedback
• Provide one area for improvement to test coachability
3. HIRING MANAGER PHONE SCREEN

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WHERE ELSE ARE YOU
APPLYING?
sample questions

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LET’S SAY YOU HAD 3 OFFERS
FROM X, Y, Z
WHAT CRITERIA WILL YOU USE TO MAKE YOUR ULTIMATE DECISION?
sample questions

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REMAINING QUESTIONS ARE
UP TO YOU!
sample questions

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SAMPLE SCENARIOS
1. What are the top three schools you were looking at
when applying to college?
• “Sell me on [top choice] university”
2. What are the last two movies you watched or the last
two books you read?
• “I am thinking about starting a book or watching
a movie. Sell me on your favorite and why I
should watch/read it”
.
3. PHONE SCREEN – SALES ROLE PLAY
ROLE PLAY FOR YOUR
COMPANY
Want to test the candidate’s ability
to work with your
product/messaging?
Share your BDR script prior to the
interview and giving them a target
prospect. Role play live and have
her send a follow up email
leveraging your messaging and her
research.

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LOOK FOR:
• Articulation – How clearly does she communicate her thoughts?
• Energy – Does she sound alert, genuine and personable?
• Ability to take control – Can she steer the conversation?
• Ability to think on feet – Can she respond calmly, but quickly?
• Active Listening – Does she ask questions and respond to your answers?
• ‘Coachability’ – How does she respond to feedback? (Does she incorporate it
onsite?)
3. PHONE SCREEN – SALES ROLE PLAY

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ONSITE

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4. ONSITE
HORSEPOWER
SALES SKILLS
BEHAVIOR PATTERNS
CULTURAL FIT
PRESENTATION

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• Provide the prompt via email to the
candidate in advance
• Kick off the day with presentation + all
interviewers:
• No props, no slides
• 3 minutes, timed
4. ONSITE INTERVIEWS – PRESENTATION
PRESENTATION PROMPT
“Why do you want
to work in SALES?
Why should our
company hire
YOU?”

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LOOK TO UNDERSTAND THE FOLLOWING:
• Can she think on her feet and does she want it?
• What drives/motivates her?
• Is she able to communicate effectively?
• How will she respond to criticism?
• What are her long-term goals?
• How does she see xx factoring into her future goals?
4. ONSITE - HORSEPOWER

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IN WHAT TYPE OF
ENVIRONMENT DO YOU
THRIVE?
sample questions

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TELL ME ABOUT A
SIGNIFICANT
ACCOMPLISHMENT.
sample questions

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HOW DO YOU HANDLE
REJECTION?
GIVE ME AN EXAMPLE
sample questions

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HOW DO YOU OVERCOME
OBSTACLES?
GIVE ME AN EXAMPLE
sample questions

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HOW DO YOU CELEBRATE A
WIN?
GIVE ME AN EXAMPLE
sample questions

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WHAT ARE YOUR
PRIORITIES IN LOOKING
FOR A NEW COMPANY?
sample questions

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LOOK TO UNDERSTAND THE FOLLOWING:
• Does she have the raw DNA and talent to be successful in sales?
• Does she have any relevant sales experience?
• Is she competitive? Sports/Other?
• How has she performed in past jobs?
• What other jobs is she looking at now?
• Why is she interested in sales? …tech? ...xx company?
• Is she curious?
4. ONSITE – SALES SKILLS (NEW TO ROLE)

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WHY DOES A SALES ROLE
LIKE THIS APPEAL TO YOU?
sample questions

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TELL ME ABOUT THE LAST
TIME YOU LOST?
sample questions

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HOW DID THAT FEEL?
sample questions

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WHAT DID YOU LEARN
FROM THE EXPERIENCE?
sample questions

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WHAT DON’T YOU LIKE
ABOUT SALES?
sample questions

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WHAT WILL YOUR BIGGEST
CHALLENGE BE IN THE FIRST
60 DAYS?
sample questions

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HOW DO YOU PLAN YOUR
DAY/WEEK?
sample questions

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WHEN HAVE YOU HAD TO
LEVERAGE RELATIONSHIPS
TO GET SOMETHING DONE?
sample questions

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WHAT ARE 3 QUALITIES
YOU THINK ARE NEEDED TO
BE SUCCESSFUL AS A BDR?
sample questions

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LOOK TO UNDERSTAND THE FOLLOWING:
• Has she demonstrated good judgment?
• What involvement has she had in extracurricular activities?
• Why did she choose her school/jobs, and activities?
• Has she had any leadership experience?
• How does she showcase entrepreneurial spirit?
4. ONSITE INTERVIEWS – BEHAVIOR PATTERNS

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HOW DID YOU CHOOSE
YOUR COLLEGE?
sample questions

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WHICH SCHOOLS DID
YOU TARGET?
sample questions

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WHERE DID YOU GET IN?
sample questions

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HOW DID YOU MAKE A
DECISION BETWEEN THE
TOP 2?
sample questions

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HOW WOULD YOU
CHOOSE BETWEEN
MULTIPLE OFFERS?
sample questions

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WHAT IS YOUR MOST
DIFFICULT CUSTOMER
SERVICE EXPERIENCE?
sample questions

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TELL ME ABOUT A
CONFLICT YOU HAVE
HAD WITH A PEER?
WHAT IS YOUR RELATIONSHIP LIKE TODAY?
sample questions

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LOOK TO UNDERSTAND THE FOLLOWING:
• Is she a fit with …xx? With the office culture? For this sales role?
• How is her attitude? Is she a team player? Competitive?
• What are her interests outside of work?
• Gauge intelligence. Will she learn quickly?
4. ONSITE INTERVIEWS – CULTURAL FIT

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TELL ME ABOUT A TIME
YOU DIDN’T KNOW HOW
TO DO SOMETHING.
sample questions

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WHAT DOES TEAMWORK
MEAN TO YOU?
sample questions

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WHAT ROLE ARE YOU
MOST LIKELY TO PLAY ON
A TEAM?
sample questions

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WHAT CAN YOUR
HOBBIES TELL ME THAT
YOUR RESUME CAN’T?
sample questions

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WHAT ARE YOU
PASSIONATE ABOUT?
sample questions

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WHAT ARE THE MOST
EFFECTIVE ROLES A GOOD
MANAGER PLAYS?
sample questions

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HOW DOES YOUR WORK
ENVIRONMENT IMPACT
YOUR SUCCESS?
sample questions

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DEBRIEF & DECISION

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• Meet as a group to determine whether or not to extend an offer
• Each interviewer writes down HIRE / NO HIRE to vote independently
• Repeat votes to the group
• Make a decision and notify the candidate within 24 hours
• If the decision is “MAYBE”, it’s almost always a NO HIRE in disguise
5. DEBRIEF & DECISION

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OFFER

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Special thanks to Julie Drimel, Director of Global Business Development
at NetSuite and Garret Moniz, VP of Global Inside Sales at Bamboo
Rose for their work in developing and iterating on this process.

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Check out Top 20 Sales Interview Questions from leading sales experts àCheck out Top 20 Sales Interview Questions from leading sales experts