Use this SDR assessment to conduct telesales, SDR, and BDR skills evaluation or training needs analysis.
Complete this 30-statement SDR assessment in 5 to 10 minutes.
The results are presented at the bottom of this page in real-time.
Rate your SDR skills, or anyone else's, against ten aspects of SDR, telesales, and BDR competence.
Substantiate self-assessment by answering corresponding validation questions.
Identify strengths and weaknesses, opportunities and vulnerabilities.
Use the feedback to guide learning, select training, plan study, and drive development.
SDR Assessment Instructions:
To take this SDR assessment, score yourself on each of the knowledge and fact statements below. Enter a score between 1 and 10 in the boxes adjacent to each statement.
Score according to the degree of truth in each statement.
For example, give yourself a high score if you can already teach others how to accomplish the thing expressed in a statement. Enter a middling score if you can think of a few ways to achieve the outcome. Give yourself a low score if you are unsure how to get the thing done or achieve the result.
Answer the validation questions in your mind to check the accuracy of your self-assessment score.
Make your score reflect reality.
The data is not recorded so you only have yourself to mislead.
Your total score and a chart showing your strengths and weaknesses will be updated in real-time at the bottom of the page.
Expert Products - Services - Solutions:
1. I have expert knowledge of my organisation’s products, solutions, and services.
What evidence could you offer to verify your self-assessment score?
2. I know what my organisation’s important customers must do to succeed in their business or purpose and how we contribute to their success.
For the customer you know most about, describe what they must do well to succeed in their business and how your organisation contributes to their success.
3. I understand how my organisation’s products, solutions, and services are different from competitive offerings and I can explain each difference in two or three sentences.
How are your organisation’s primary products, services, or solutions different from those of your main competitors?
4. I take the time to learn about a prospective customer's business purpose, the names and backgrounds of its decision-makers, its typical customers and customer opinions, before I contact them.
What are the sources you use to gather prospect intelligence?
Investigator Contact Details:
5. I know how to find the direct telephone numbers, email addresses, and social media accounts of the decision-makers whom I need to contact.
What are the sources you use to gather prospect decision-maker contact details?
6. I know the decision-maker personas and their respective buying triggers for the products, services, and solutions that I represent. I use this knowledge to recognise selling opportunities and approach prospective customers at the right time.
What information do you look for to identify the right time to approach prospects?
7. I am very good at recognising and qualifying sales prospects based on public and published information that can be gathered without contacting the prospects directly.
Validation Question: What information do you look for to pre-qualify a suspect or lead?
8. I know how to assess the likelihood that a sales suspect or lead will become a qualified opportunity and I discard suspects and leads that are unlikely to progress.
What questions do you ask to determine if a prospect is likely to become a qualified opportunity?
9. A high proportion of the sales opportunities that I identify and pass on, turn into sales.
What is your actual average conversion rate or proportion of qualified opportunities that buy?
10. I know how to write effective email and social media messages that gain attention, communicate my intended messages, and prompt a response.
Validation Question: If asked to advise a colleague how to write an initial email to a sales suspect, what advice would you offer?
11. I am very good at using virtual meeting space collaboration tools to demonstrate or present the value of the products, services, and solutions that I sell.
If asked, what advice would offer others on delivering a presentation in a virtual meeting?
12. I am very good at explaining and presenting the bottom line contribution or fiscal value that my organisation’s products, solutions, or services create for customers.
Can you think of three quantified examples of the value created for customers?
13. I know that the mind filters information for what we want to hear. I counter this tendency and listen attentively when I need to. I use specific techniques to enhance my listening skills.
What techniques do you use to listen attentively?
14. I have very good questioning skills and find it easy to obtain sensitive and even confidential information from the people I speak with.
How do you encourage disclosure of sensitive or confidential information?
Communicator People Reader:
15. I am very good at reading people from their circumstances, surroundings, appearance, communication, and online presence.
What indicators do you look for to assess personality, background, character and circumstances?
16. I understand the factors governing people’s first impressions of others and actively use this knowledge to create a positive impact through the first impressions that I leave with new people I meet.
What are the top five things that you do to create a good first impression?
17. I am conscious of the nonverbal communication that I project in conversations and I take care to ensure that it is consistent with the things I say and the messages I want to convey.
What are your main strategies for managing your non-verbal communication?
18. I understand how to quickly gain rapport with other people and habitually use my knowledge to increase harmony with the individuals and groups I interact with.
What are the main things that you do to build rapport with people in sales situations?
19. I know how to persuade other people to change their minds and adopt a different point of view and I use my knowledge to help people achieve what they want to achieve.
How would you try to change someone's opinion about something?
20. I am very effective at influencing the actions of other people and can persuade them to do things that they do not want to do.
What would you say or do to persuade someone to do something they did not want to do?
21. I find it easy to have others do things for me or get help, time, and resources when needed.
What do you do or say that causes others to give you time or help?
Door Opener Prospecting:
22. I usually have enough sales suspects, leads and prospects to work on and know how to find more easily, if I need to.
What do you do when you don’t have enough sales suspects, leads and prospects to work on?
Door Opener Engagement:
23. I achieve a high success rate when approaching senior executives to initiate a sales conversation.
How do you achieve a high success rate when approaching senior executives:
Door Opener Networking:
24. I have a large network of contacts among our customers, suppliers, business partners and other professionals. I usually find that someone in my network is connected directly or indirectly to those I want to reach.
What do you do to develop and maintain your network?
25. I prepare thoroughly for all important calls, conversations, presentations, and demonstrations.
What are the steps you take to prepare for a demonstration?
26. I anticipate the threats, challenges and opportunities that I might face in my work and plan how to deal with them in advance.
If you were forced to accept a 50% increase in your appointments or opportunities target 6 months into the year. What actions would you take to maximise your chances of achieving your revised target?
27. I use a multi-step sales process to guide my actions, qualify opportunities, shorten calls and manage my productivity.
What are the steps in your sales process and what criteria do you use to determine when to progress from step to step?
28. I compete with myself and my colleagues to maximise the number of sales conversations and opportunities that I create.
How have your results changed over time compared with those of your peers?
29. I pay attention to my feelings towards calling new prospects and know how to revive my motivation when it is low.
What things do you do to revive your motivation when it is low?
30. I love calling new people to discuss their business challenges and how I can help solve them. I would probably do this kind of work even if I didn't need the money.
What do you value about business conversations with strangers?
SDR Assessment Score Guide
If your total score for the SDR assessment is over 250, could you have been overly optimistic in your assessments? Whatever your scores, the chart reflects strengths and weaknesses. Working on strengths can be very rewarding. Weaknesses can sometimes be ignored if they are not causing lost business or others to perceive incompetence.
Don't leave it here. Decide your next steps. Action is the key to all progress.
Here are some suggestions:
- Decide what you want to improve and make a plan. How to Get Better at Anything
- Set up a monthly team discussion on ways to engage with more sales prospects.
- Review our sales prospecting articles.
- Set up a regular coaching arrangement. Sell 13% More with a Coach
- Get a copy of our more general sales assessment in a convenient PDF document together with over 100 hyperlinked workplace actions that strengthen strengths and address weaknesses: Sales Professionals Toolkit
- Buy a copy of the Sales Professionals Toolkit for everyone on your team. Ask about volume licences.
- Schedule a call with Clive Miller, the assessment author for an informal (free) or structured review.
- Have assessment results graded or validated with our services. Assessment Grading
- Take our Top SDR sales training course to strengthen strengths and address weaknesses. Take the whole course or any part of it through one-on-one or group sessions.
No data entered on this page is recorded so if you want to keep your scores, save the chart to your device. For PC's, right-click on the chart and select save-as. For mobiles, take a screenshot.
If you have found this SDR assessment useful, add a comment below to encourage others.
- Sales Skills Assessment
- Sales Staff Appraisals
- Development Guidance
- Training Needs Analysis
- Interview Preparation
- Sales Staff Selection
- Career Planning
Sales Skills Assessment Aspects
- Door Opener
If you are looking for a sales skills assessment or a way to conduct a sales training needs analysis, this assessment offers a readily accessible solution. For coach validation, assessment facilitation, or sales training services, telephone +44 (0)1392 851500, send an email to email@example.com or use the contact form here.