SDR Assessment

Expert Products - Services - Solutions:

1. I have expert knowledge of my organisation’s products, solutions, and services.

Validation Question:

How did you acquire your expertise, and what might you say to substantiate it if asked?

Expert Customers: 

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.

Validation Question: 

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.

Expert Differences: 

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.

Validation Question:

How are your organisation’s primary products, services, or solutions different from those of your main competitors?

Investigator Prospects:

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.

Validation Question:

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.

Validation Question: 

What are the sources you use to gather prospect decision-maker contact details?

Investigator Triggers:

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.

Validation Question: 

What information do you look for to identify the right time to approach prospects?

Qualifier Pre:

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?

Qualifier Likelihood: 

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.

Validation Question: 

What questions do you ask to determine if a prospect is likely to become a qualified opportunity?

Qualifier Conversion: 

9. A high proportion of the sales opportunities that I identify and pass on, turn into sales.

Validation Question: 

What is your actual average conversion rate or proportion of qualified opportunities that buy?

Advocate Writer: 

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?

Advocate Presenter: 

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.

Validation Question: 

If asked, what advice would offer others on delivering a presentation in a virtual meeting?

Advocate Value: 

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.

Validation Question: 

Can you list three quantified examples of the value created for customers?

Communicator Listening:

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.

Validation Question:

What techniques do you use to listen attentively?

Communicator Questioning:

14. I have very good questioning skills and find it easy to obtain sensitive and even confidential information from the people I speak with.

Validation Question: 

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.

Validation Question: 

What indicators do you look for to assess personality, background, character and circumstances?

Mentalist Likability:

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 speak with.

Validation Question:

What are the top five things that you do to create a good first impression during a telephone or video call?

Mentalist Communicator:

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.

Validation Question:

What are your main strategies for managing your non-verbal communication?

Mentalist Harmoniser:

18. I understand how to quickly gain rapport with other people during telephone and video calls and habitually use my knowledge to increase harmony with the individuals and groups I interact with.

Validation Question:

What are the main things that you do to build rapport with people during sales calls?

Persuader Coaxing:

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.

Validation Question:

How would you try to change someone's opinion about something?

Persuader Influence:

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.

Validation Question:

What would you say or do to persuade someone to do something they did not want to do?

Persuader Sourcing:

21. I find it easy to have others do things for me or get help, time, and resources when needed.

Validation Question:

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.

Validation Question:

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.

Validation Question:

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.

Validation Question:

What do you do to develop and maintain your network?

Organiser Preparation:

25. I prepare thoroughly for all important calls, conversations, presentations, and demonstrations.

Validation Question:

What are the steps you take to prepare for a virtual demonstration?

Organiser Planning:

26. I anticipate the threats, challenges and opportunities that I might face in my work and plan how to deal with them in advance.

Validation Question:

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?

Organiser Process:

27. I use a multi-step sales process to guide my actions, qualify opportunities, shorten calls and manage my productivity.

Validation Question:

What are the stages in your sales process, and what criteria do you use to determine when to progress an opportunity from each stage to the next?

Motivator Competitor:

28. I compete with myself and my colleagues to maximise the number of sales conversations and opportunities that I create.

Validation Question:

What do you do to improve your results when others are enjoying more success?

Motivator Revival:

29. I pay attention to my feelings towards calling new prospects and know how to revive my motivation when it is low.

Validation Question:

What things do you do to revive your motivation when it is low?

Motivator Enthusiast:

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.

Validation Question:

What do you enjoy about cold calling suspects to initiate a business conversation?