30 Business Development Representative Interview Questions & Answers
Below is a list of our Business Development Representative interview questions. Click on any interview question to view our answer advice and answer examples. You may view 5 answer examples before our paywall loads. Afterwards, you'll be asked to upgrade to view the rest of our answers.
Behavioral
1. How do you handle rejection?
How to Answer
Business development representatives need to be able to handle rejection because they will face it on a daily basis. The interviewer wants to know that you are resilient and persistent. If possible, talk about a time when you successfully dealt with rejection. Show the interviewer that you didn't give up.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"By nature, I am the type of person who perseveres, even when the going gets tough. Rather than being defeated when I encounter a difficulty, I rise to the challenge and enjoy working hard to tackle and conquer it. During college, I worked part-time in a call center making outbound sales calls. Many of my colleagues would become burnt out after being hung up on and cursed out multiple times a day. While I didn't necessarily enjoy that part of the job either, I chose to view these responses as a challenge. Every day I tried to hit a certain number of positive responses, and if I got a lot of hang ups, I would increase the number of calls I was making to ensure I hit my number. I taught myself not to take negative responses personally, and I rewarded myself at the end of the day with something I enjoyed if I hit my target."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
2. Do you consider yourself a team player?
How to Answer
Business development representatives frequently work with other team members and teams to try and achieve common goals, so it's imperative that you be able to show the interviewer that you are a good team player. If possible, give an example of a time in the past when you successfully collaborated with others. It can also be good to mention that you also work well independently since BDRs need to be able to do both.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I definitely consider myself a team player, although I am also fully capable of working independently as well. I feel this versatility will allow me to excel in this position because I will coordinate with others to reach goals but will also dedicate myself to blocks of undisturbed time when I can place a target number of calls. In college my senior year, I worked on a team in my marketing class to put together an in-depth report and presentation about a marketing strategy that we had devised for a product. I quickly became the de facto leader of the group, arranging meetings and spearheading the project. After much collaboration and hard work, we submitted a report and gave a presentation that resulted in A's. I work well both on a team and independently, and I look forward to doing that here within this role."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
3. Have you ever worked in a customer service role before? If so, what did you like and dislike about it?
How to Answer
Even if you don't have direct experience in business development, the interviewer will likely still be interested in you if you've held any retail or customer service jobs in the past. They will be looking to see that you are able to effectively handle customer complaints (i.e., that you show resilience) and that you strive to make customers happy because you like to help them. Both of these skills are transferrable to the business development representative role.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Throughout college, I worked in a retail role where I sold tea at the mall. The job entailed standing outside the store door with samples of tea and persuading potential customers to come inside to try one. This wasn't necessarily an easy job - and this part wasn't always fun - because most passersby had absolutely no interest in coming into our store. I learned over time how to become more engaging, using my friendliness and humor to coax more and more people into trying the tea. I also learned not to take it personally if someone declined my offer; if one person said no, I just looked around for the next person who might say yes. And, perhaps most importantly, I discovered how much I enjoyed making people happy. Those people who I converted into paying customers were always so delighted by their purchase, and I found that to be very satisfying."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
4. Tell me about a time when you dealt with a challenge. What motivated you to keep going?
How to Answer
Prospecting can be hard and tedious. There will be times as a business development representative when you place 20 calls and not a single person picks up. The interviewer wants to know that you are internally motivated to keep moving forward despite obstacles and struggles. Talk about a challenge you've dealt with and what motivated you to overcome it.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"One summer when I was in college, I worked for my father in a business development role. He runs a construction company, and business had been slow for a few years. He wanted me to focus on striking up new business, so I spent my days cold calling prospects. It wasn't an easy job because 98% of the time people hung up on me or cussed me out. But I stuck with it because I wanted to help my dad land new business, and I believed it was just a numbers game. I figured the more people I called, the bigger the chance one or two would need our services. In the end, I managed to solidify a serious lead that resulted in a large job for him. During this experience, I learned that I'm good at this and have the right personality for it. I don't take rejection personally, and if I believe in the product or service - like I believed in my dad's company - I am confident I can sell it."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
5. Talk about a time when you had to get really good at a skill. How did you do this?
How to Answer
Since prospecting can be highly repetitive - place a call, give your spiel, place another call, give your spiel again - the interviewer wants to know that you have the right type of personality for this. Talk about a time when you did something over and over again in order to become great at it. Show that you know how to set goals and that you understand the importance of practicing.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I have played baseball throughout my entire life, from elementary school through college. While I have a natural pitching ability and am a fast runner, I sometimes struggled with batting. There came a time early on in high school when I decided that I needed to become a better hitter so that overall I could become a great, well-rounded player. I set my mind to it and began practicing my batting skills an hour or more a day. I set a target batting average, and I worked hard every day to achieve that target. Ultimately, I drastically improved my hitting ability and later on got picked up to play for a college team. From the experience, I learned how important it is to set goals, practice religiously, and to not give up. I know that I will do the same when it comes to prospecting."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
6. Do you like to talk on the phone?
How to Answer
A large part of a business development representative's day is spent on the phone leaving voicemails and talking to prospects. The interviewer will only be interested in candidates who enjoy being on the phone so you'll want to indicate that this is the case. Someone who doesn't like or feel comfortable being on the phone will not be a good fit for this position.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Not only do I enjoy being on the phone, I just like to talk in general! I consider myself friendly and personable. I'm someone who likes to meet and learn about new people, so I really enjoy reaching out to people I don't know, introducing myself, and getting to know them. I also like the challenge of figuring out what someone's pain points at work are and determining how I can help them. I'm fully comfortable with the idea of spending multiple hours a day on the phone leaving messages and chatting with prospects."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
7. What type of management style do you prefer?
How to Answer
There are many different kinds of management styles out there. The interviewer wants to know how effectively you will work under different types of managers. They are assessing how you will fit into their company. It's fine to give your honest opinion here, but it's also a good idea to indicate that you are adaptable and coachable.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I've worked for several different managers at this point in my life, so I have experience with various kinds of management styles. Once I understand how my supervisor manages, I adjust myself appropriately. For example, at one of my previous jobs, I worked for someone who was very autocratic. He wasn't generally open to employee ideas or feedback, and he would constantly check in on the status of projects. Recognizing this, I would communicate frequently with him to provide him with all the details of what I was planning to do. If he disliked anything and made this known, I would adjust my plan accordingly. I have also worked for managers who were more collaborative and trusting. This is my preference; tell me what to do, and I'll independently move forward with getting the job done for you. While this is what I prefer, I am capable of successfully working with any type of manager."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
8. Why do you like sales? Why do you want to be a salesperson?
How to Answer
The interviewer is looking to find out why the sales profession interests you. This is a good opportunity for you to talk about the aspects of sales that you like and why this career path is the right one for you. You might mention that you enjoy talking to and helping people find solutions to their business problems, that you like the challenge of meeting and exceeding your quotas, or that earning commissions motivates you to work hard.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I know there's the old stereotype of the somewhat sleazy car salesman, but I see sales in a whole different way. To me, I see it as a chance to help people find solutions to their problems. Sometimes they aren't even aware that they have a problem! But I help them identify it and then provide them with a product or service that will resolve the issue for them. I thoroughly enjoy doing that for people. I'm also driven by nature and love the challenge of closing as many demos or deals as I can in order to earn more money. I know that within this role I can succeed because I have everything it takes."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
9. Are you comfortable making cold calls?
How to Answer
A large portion of the day in the life of a business development representative is spent on the phone calling cold leads. The interviewer is looking for someone who isn't shy and who can quickly form a rapport with someone new. Assure the interviewer that you fit the bill. If you haven't cold called before in the past, explain that you are coachable and interested in trying it.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Yes, I'm fully comfortable calling cold leads. During college, I interned for a large non-profit, and one of my job duties was to cold call educators about various fundraising events that we were running. At first, I struggled to make the calls because I felt unsure, but over time I grew to enjoy the challenge of persuading folks to hear me out. After I got a few sign-ups for our events from my cold calling attempts, I was highly encouraged and started setting targets for myself. I found that I am able to connect with people easily, and if I provided some funny jokes and useful information, they tended to be receptive to my requests. I look forward to the opportunity of placing these types of calls for your company."
Written by Marcie Wilmot on February 26th, 2021
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Behavioral
10. Tell me about a time when you went above and beyond for a customer.
How to Answer
Customers are at the heart of any business, and the interviewer wants to know that if you're hired you will provide great service to their customers. Discuss a time when you went the extra mile for a customer or, if you lack that type of experience, someone who needed help.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Growing up, I watched my father, who ran his own business, always bend over backward to please his customers. He did this to satisfy his own work ethic, but it also benefited him because it generated positive word of mouth for his company. Later in college, I got a job in retail, and I made exceeding the customer's expectations my number one priority. One time when I was working for the tech shop of a big electronics company a customer tried to return a product that was outside its return window. They were upset about the prospect of not being able to return the product because it wasn't working properly. So I called the manufacturer and got them to replace the product, which saved the company I worked for money and made the customer happy. I always try to be resourceful and quick-thinking so that I can satisfy the customer - just like my dad always did."
Written by Marcie Wilmot on February 26th, 2021
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Competency
11. How would you handle a difficult prospect?
How to Answer
There are going to be times when you encounter someone on the phone who isn't pleasant. The interviewer wants to know what your strategy is to deal with this type of person. Show that you will remain professional and calm but that you won't allow someone to walk all over you and waste your time either.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Having worked as a telemarketer in the past, I have a lot of experience in dealing with people who are angry, mean, or both. My personal mantra is to 'kill them with kindness,' and I'm able to do this because I don't take their behavior personally. I know that they might be upset that I called them, but they don't know me as a person and so I don't feel that anything they say in reference to me is valid. I maintain a calm and professional demeanor at all times, and if the conversation isn't going anyplace useful, I firmly cut the interaction off as soon as possible."
Written by Marcie Wilmot on February 26th, 2021
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Competency
12. Tell me about a sale you helped close or lose.
How to Answer
It really doesn't matter whether you choose to focus on a closed or lost sale in your answer. What matters to the interviewer is that you walked away from the experience with some valuable lessons. Talk to the interviewer about what happened and what you learned. If you don't have any past sales experience to reference, talk about any competitive situation you've been in and what you took away from it. Remember to give credit to others if you discuss a win.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Last year, in my current role, my team and I closed a big deal. It's the deal I'm most proud of to this day because it took a lot of time and persistence. We knew from the beginning that we had the potential to close a really big deal. Early on, my team and I strategized about how to maneuver our way into the sights of this prospect company. I was put in charge of reaching out to multiple people within the company in the hopes of scheduling some demos and on-sites. Many of the people I called turned me down, but ultimately I was able to gain the trust and interest of three people there. I made sure to follow up religiously and to provide helpful suggestions. After many months, our team was able to close a big deal with them. It was a joint effort and a joint win, but I know that my part of it was integral to its success. It reiterated the importance of persistence to me, and that's something I took away from the experience."
Written by Marcie Wilmot on February 26th, 2021
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Competency
13. How do you organize and prioritize your daily workload?
How to Answer
It's very important that a business development representative be organized and able to prioritize their workload. Talk to the interviewer about the methods you use to remain organized, which might include using a CRM program to keep track of the calls you make, a calendar to mark down important dates, and email invites to help ensure prospects keep their appointments with you. Explain how you keep from becoming overwhelmed.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"There are times within my current role when things get really busy. Since I work for an investment research company, earnings season is a big deal when it rolls around. It impacts the timing of the calls I make, how prospects react to being unexpectedly contacted, and more. To account for this, I rely heavily on my Google calendar. In advance, I mark down when earnings season is so I'm never caught off-guard and know when I have to switch the timing of my call blocks. I also use our internal CRM platform to keep track of the calls I make every day. I write down a quick note about the prospect within the CRM system at the end of all calls, and if I schedule a demo or on-site appointment, I always email out a calendar invite so the appointment goes on both my calendar and theirs. In terms of prioritization, every morning I meet with my team and we discuss team-wide priorities, which helps to determine how I will structure my day and what prospects I will focus on. Using these various organizational and prioritization methods allows me to stay on track, efficient, and calm."
Written by Marcie Wilmot on February 26th, 2021
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Competency
14. What skills does a great salesperson possess?
How to Answer
The key to answering this question is to relate the skills that you cite to yourself. You'll want to talk about how salespeople need to be effective communicators, exceptional problem-solvers, active listeners, and strong negotiators, in addition to being empathetic, personable, and able to manage their time. Tell the interviewer that you are all these things and, if possible, provide examples of times when you've displayed these attributes.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I think that salespeople, in particular, need to be great communicators and personable. After all, the name of the game is getting a prospect on the phone and building a rapport with them so they trust you and ultimately want to buy your product or schedule a demo to learn more. This is why I'm in sales - because I love doing this and excel at it. I also think that salespeople need to be quick and out-of-the-box thinkers who really listen to the prospect so that they can uncover their pain points and offer helpful solutions. Recently, I talked to a prospect whose company was spending a ton of time trying to analyze SEC filings in order to make investment decisions; I recognized that the company I worked for had a product that would eliminate this time suck and was able to schedule a demo with the prospect after explaining how this would solve his problem."
Written by Marcie Wilmot on February 26th, 2021
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Competency
15. What CRM software are you comfortable using?
How to Answer
It's common for sales teams to use CRM software to track contacts and deals, forecast sales, and automate tasks like sending emails. The interviewer will be looking for you to be knowledgeable in this area. List any CRM programs that you are familiar with, and explain that you understand the importance of using them. If you have never used any CRM programs in the past, tell the interviewer that you are a quick learner, tech savvy, and adaptable.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Within my current role, I use an internal CRM platform that the company created. The platform allows me to record all the calls I make and what the status is for each prospect. I really appreciate how easy it also makes it for me to keep track of follow-ups; this way no one ever falls through the cracks, and I know when to call them again. In addition, I use this internal admin to send out boilerplate emails. It really helps make my job easier, and I like that it tracks who on our team is making the most calls and closing the most demos, etc. This kind of information keeps me motivated and helps me to set personal targets. Outside of this internal CRM platform, I haven't used any others yet; however, I'm fully confident that I can quickly learn a new program if needed."
Written by Marcie Wilmot on February 26th, 2021
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Competency
16. How do you handle objections?
How to Answer
There will be times when a prospect objects to your claims. They might think that a competitor's service is better and say so, or they might push back on the statistics you have cited. The interviewer wants to know that you will be able to alleviate any concerns that the prospect raises. If possible, give the interviewer an example of a time when you successfully managed the objections a prospect threw at you.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"If you hire me and we move forward, before making any calls I will talk to your current salespeople to find out what the common objections are that they hear from prospects. This way I can be prepared with rebuttals in mind before I even make my first call. At my last job, an objection I frequently heard from prospects was that the service was too expensive. Since we offered a subscription-based service, I was able to offer varying subscription lengths and tiers to alleviate some of the issues around cost for people. I also heard from a lot of prospects that they didn't have the authority to purchase the service themselves. When this became a recurring problem, I collaborated with my team to figure out better ways to make sure we were targeting the decision-makers at these companies."
Written by Marcie Wilmot on February 26th, 2021
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Competency
17. What do you do if a prospect goes dark?
How to Answer
There are going to be times when a prospect that appeared to have potential 'goes dark' on you, or, in other words, disappears. The interviewer wants to know how you plan to handle this type of rejection. Discuss your resiliency and ability to bounce back when a prospect treats you this way.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I know that sometimes a prospect who seems great might end up not working out, for whatever reason. Sometimes they don't have the funding to pay for the product or service, sometimes they lose interest in it, and sometimes there are external factors that play into why a prospect suddenly discontinues communicating with you. I don't take it personally, but if I think that the prospect had a sincere interest in the product or service initially, I make sure to follow up several times before giving up on them. Sometimes people are just busy and need a few reminders before they are willing to move forward."
Written by Marcie Wilmot on February 26th, 2021
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Competency
18. Sell me this pen.
How to Answer
Given that you're being interviewed for a sales position, the interviewer wants to see how you handle yourself if suddenly you have to sell something. In this case, you want to show that you are confident, enthusiastic, and able to think quickly on your feet. Start by asking the interviewer a few qualifying questions so you understand their needs and then let the conversation flow naturally. Remember to close the deal at the end.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"So you frequently use pens given that you conduct a lot of interviews and take notes while people are talking, right? Clearly, you need a pen that doesn't run out of ink so you are able to write down all of your important thoughts and opinions on each candidate. Well, this pen right here is not only attractive, but it writes well and works consistently. You won't have to worry that you're going to pick it up only to find that it's out of ink! I know it's the perfect solution for you. Are you ready to place an order?"
Written by Marcie Wilmot on February 26th, 2021
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Competency
19. How do you get past gatekeepers to reach new prospects?
How to Answer
Since business development representatives engage with prospects in the early stages of the sales funnel, they frequently talk to gatekeepers like receptionists and administrative assistants. There will be times when the gatekeeper might not allow you or your message to get through to the prospect you're targeting. Talk to the interviewer about the techniques you use to help ensure you can get past the gatekeepers.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I believe it's most important to earn the trust of the gatekeeper, in addition to being a nice person. I've found that if I am respectful and friendly it goes a long way. I also make sure that I come across as informative and helpful because the gatekeeper is protecting the prospect, so if the gatekeeper knows I have valuable information or something that will help their boss, many times they will pass along my message because they believe it will be beneficial to them. If the gatekeeper thinks I'm just a telemarketer, forget it. I also try to look the gatekeeper up on LinkedIn prior to the call too, if I know who they are. Having some information about them makes it easier for me to build a rapport and gain their trust. Finally, if they are preventing me from getting in touch with the prospect altogether, I try to see if I can skip over them by contacting someone else who is above them."
Written by Marcie Wilmot on February 26th, 2021
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Competency
20. What are some common objections you think you'll hear from prospects? How will you handle them?
How to Answer
It's important that business development representatives be aware of common complaints or objections they might receive from prospects so they are prepared to combat them. Prior to the interview, think through some of the scenarios you might encounter when contacting prospective clients so you can tell the interviewer how you will handle them.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Right off the bat, I think that the most common push-back I'll receive when making calls to prospects is that they are busy. Given that I'll be contacting traders and people in the investment world, many times they will be pressed for time, especially during earnings season. To combat this, first I will time my calls as much as I can to be during less-busy periods. This means that sometimes I will place calls early in the morning or after work hours in the late afternoon. I will try to work around their schedules as much as possible. If I do reach someone during a busy moment, I will be as accomodating as possible and offer to call them back at a better time. I will set a specific date and time and send them a calendar invite so we definitely speak again. Another common objection might be that they don't know our company or what we do. To tackle this, I will have a quick few sentences at the ready that explain what we do and how it will benefit them. Over time, I will develop strategies to overcome many common objections that I receive from prospects."
Written by Marcie Wilmot on February 26th, 2021
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Competency
21. How would you go about researching a prospect?
How to Answer
When contacting prospective clients, it will be important that you are informed about them and their business. You don't want to miss out on a good lead because you appear to be uninformed or unknowledgeable. Tell the interviewer that you understand the importance of researching prospects and explain how you would go about doing this.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Prior to reaching out to a prospective client, I would quickly research their company and the role they hold there. While I wouldn't spend a tremendous amount of time doing this, since it's my job to reach out to as many people as I can during my call block, I would still spend a few minutes looking over their company's website and pulling up the prospect's LinkedIn profile. Gleaning some high-level information will allow me to come off as knowledgeable during the phone call. Prior to making the call, I also think through the pain points the prospect might be experiencing and what solutions I can offer them."
Written by Marcie Wilmot on February 26th, 2021
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Discovery
22. Why do you want to sell our product/service?
How to Answer
A successful salesperson tends to sincerely believe in the product or service that they are selling. Since as a business development representative you'll be one of the people on the front lines who convinces prospects to try or buy their product, the interviewer wants to know that you'll be able to effectively do this. Tell the interviewer with enthusiasm why you're interested in selling their product/service.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I am drawn specifically to this role within your company because I have always had a passion for the stock market. I've done my due diligence and know that your company's investment research product is one of the best ones in the industry. I know I will find it easy to persuade other investors to try it because I sincerely believe in the product itself and the benefits it offers. I am a strong and confident salesperson who can sell anything, but I am eager to sell your product in particular because I use it myself and know that other investors will also benefit from it."
Written by Marcie Wilmot on February 26th, 2021
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Discovery
23. Did you work throughout college?
How to Answer
The interviewer will likely ask a question like this one if you are a recent college graduate. They are looking to find out more about your work ethic and the lessons you learned from holding down a job. You want to show that you are committed, hard-working, and reliable, in addition to being personable and resilient. If you didn't work throughout college, talk about another activity or extracurricular that required sacrifice and dedication on your part.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Outside of some short-term gigs that I temporarily held throughout college, I primarily didn't work because of my focus instead on my studies and playing on the university soccer team. Playing any sport at college-level is a huge time commitment, and it's something I had to juggle with my academic schedule. But I did because I loved playing the sport and being a part of a team. I would wake up early every day to work out with my teammates for a few hours, then attend classes and study throughout the day, before going to regular practice in the late afternoon for several hours. I generally spent evenings attending study groups or studying individually. When there were games, I had to juggle even more. Playing on the team required a great deal of sacrifice, but I stuck with it out of loyalty to my teammates and because of a love for the sport. I learned the value of hard work and persistence, both of which will allow me to succeed within this role."
Written by Marcie Wilmot on February 26th, 2021
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Discovery
24. Where do you see yourself in five years?
How to Answer
Interviewers like to know that the person they decide to hire isn't going to up and leave after a year. They ask this question to get a sense of whether you plan to stay long-term with the company or not. Your answer will also show them how serious you are about sales.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I'm early on in my career, but by this point, I am certain that sales is the right path for me. I am resilient and outgoing by nature, and I love to talk on the phone. I don't give up easily or take things personally. I also like to lead others and gained some experience doing that in college. So I'm happy cutting my teeth at the junior level right now, but in five years I would hope to have moved up in the sales ranks and have begun mentoring those below me. Eventually, I'd like to be promoted to a sales manager role."
Written by Marcie Wilmot on February 26th, 2021
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Discovery
25. What can you tell me about our company?
How to Answer
Any good business development representative researches a prospective client before reaching out to them. The interviewer wants to make sure that, similarly, you've done some research on their company prior to being interviewed. If you show that you are well informed about the company and industry, the interviewer will know that you are serious about getting the job and that, once hired, you will do your research on prospects as well.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"When I saw your job ad on LinkedIn, I already knew of your company because its great reputation in the industry precedes it. I've also personally looked into the services your company offers before because they interest me. So right off the bat, I knew of your company, but naturally before I came to meet with you, I did some serious due diligence. Beyond the services you offer, I am very attracted to the innovative, fun, hard-working culture that your company offers. I also follow several of the higher-level professionals in your company on social media; I value their expertise and would love the opportunity to work with them."
Written by Marcie Wilmot on February 26th, 2021
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Operational
26. How will you structure your day?
How to Answer
Being a business development representative can be somewhat monotonous and stressful at times. The interviewer wants to know that you will structure your day in such a way that you incorporate some stress relief, collaboration with your team, and blocks of solid time for placing calls. Emphasize that you are organized and able to prioritize your workload.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I would start my workday by looking at my calendar and to-do list so I know what meetings, prospect appointments, follow-ups, and other items are on my agenda. Then, assuming my team meets daily in the morning, I would meet up with my team in order to make sure we're on the same page when it comes to goals and prioritization for the day. Early morning through lunch would likely be a call block. At lunch, I will definitely take at least 30 minutes to destress by taking a walk and talking to colleagues. I feel this is imperative given the tediousness and challenges that sometimes arise from making calls. The afternoon will likely be split between follow-ups and making more calls. My days may somewhat vary from this, but these are the general tasks that I will likely allocate time for during my days."
Written by Marcie Wilmot on February 26th, 2021
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Operational
27. How do you measure success?
How to Answer
Most business development representatives measure their success using quantitative metrics, like the number of demos and on-site appointments scheduled or hitting a certain revenue goal. If you've previously measured your work in this way, tell the interviewer about it. Talk about what motivates you and how you aim to exceed expectations.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"Being analytical by nature, I always use metrics to measure my success at work. I like that this method isn't subjective. The metrics can vary depending on the job, but once I know what's expected of me, I always work to surpass those expectations. For example, at my last job, I was in charge of setting up demo calls with prospects for senior sales. I had a certain number of calls I had to make daily and a target number of demos that I needed to schedule. I was consistently one of the leading BDRs in scheduling demos that converted into paying customers, and if I wasn't able to hit my target demo number after making all my required calls for the day, I would frequently make extra calls in order to hit that number."
Written by Marcie Wilmot on February 26th, 2021
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Scenario
28. Let's imagine that one day you end up in a conflict with one of your colleagues. How will you handle this?
How to Answer
As a business development representative, you will work on a team that likely meets on a daily basis and shares common goals. It's also possible that your manager will encourage some healthy competition between yourself and your teammates in order to motivate people to close demos and deals. At some point, you might end up in a conflict with someone else. Explain to the interviewer how you will effectively handle this.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"If I end up in a disagreement with someone else, the first thing I will do is ask to meet with them privately so we can each share our perspectives. I will strive to actively listen so I can understand their opinions and feelings. If I owe someone an apology, I'll be quick to say I'm sorry so we can move on. In general, though, I'd focus on finding a compromise so that we each feel that our needs have been met. If we're unable to come to a resolution ourselves, I would approach our manager and ask for their input."
Written by Marcie Wilmot on February 26th, 2021
Scenario
29. What would you do if a prospect asked you about one of our competitors?
How to Answer
There are likely going to be times when a prospective client asks you about one of your company's competitors. You will need to be able to handle comparisons and explain why your company's services are better without bad-mouthing the competition. Explain to the interviewer what you would do in this situation.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"I have encountered this kind of situation several times before in the past so I am confident that I can easily manage this and turn it into a positive for our company. Prior to making any calls, I will research who our competitors are and what differentiates us from them. I will make sure to have talking points at the ready so if anyone ever brings up any of our competitors I will be able to explain why our services are better for them without disparaging the other company or companies. To me, it's easy to handle this type of situation because if I truly believe in the product/service I'm selling, I can truthfully tell the person I'm speaking to why our company is the better choice."
Written by Marcie Wilmot on February 26th, 2021
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Scenario
30. Let's say that you miss your monthly quota. What will you do?
How to Answer
Business development representatives live and breathe their quotas. The interviewer will want to know that you proactively monitor your performance every day and that if something seems off, you'll immediately make changes so that you can continue to meet and exceed your quotas. Show that you are willing to ask for help if needed.
Written by Marcie Wilmot on February 26th, 2021
Answer Example
"First of all, this has never happened to me before! I always meet or surpass whatever quotas I have. However, one reason I am able to stay ahead of them is because I continually monitor my performance and metrics every day so the minute something starts to go awry, I can adjust my strategy and change its trajectory. In some cases, I might make more calls or change the timing of them; in others, I might brush up on my knowledge of the product or initiate more training from my manager. Ultimately, it's a matter of staying aware of what's happening and making changes if necessary to ensure I'm consistently hitting my numbers."
Written by Marcie Wilmot on February 26th, 2021
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