sales business developmentcold outreachcrm hygienelead qualificationsdr
Complete evaluation framework
What to assess and how to score it
Review the evidence signals before interviewing. Then use the anchored descriptions—not instinct alone—to choose the score that best matches each answer.
01
Evaluation factor
Track record
35% weight
Ask for concrete numbers from any prior internship, campus ambassador role, or retail job: dials per day, meetings booked, list size, conversion, quota attainment against a target.
Explains the market and buyer they sold to, not just the product
Distinguishes what they closed from what the team closed
Can describe a deal they lost and why
Five-point scoring guide
1
Poor
No numbers; cannot describe what they actually sold or to whom.
2
Needs Improvement
Vague attainment; credit for team results is unclear.
3
Satisfactory
Real record with some numbers; attribution occasionally fuzzy.
4
Very Good
Clear numbers and ownership, including honest losses.
5
Excellent
Quotes real figures (e.g. 60 dials daily, 12 discovery calls booked in a quarter) and names the CRM where they logged them.
02
Evaluation factor
Method and qualification
25% weight
Probe how they build a prospect list and disqualify: ICP filters, LinkedIn Sales Navigator or Apollo searches, BANT or MEDDIC exposure, and what makes them drop a lead early.
Evidence to listen for
Has a repeatable approach to qualifying and progressing deals
Can walk a real deal from first contact to close
Handles objections with questions rather than scripts
Knows when to disqualify
Five-point scoring guide
1
Poor
No method; pitches at everyone and hopes.
2
Needs Improvement
Weak qualification; deals stall with no diagnosis.
3
Satisfactory
Workable method; inconsistent on complex or long cycles.
4
Very Good
Clear repeatable method; disqualifies early and deliberately.
5
Excellent
Describes a repeatable prospecting routine and names two disqualifying signals they act on rather than chasing every reply.
03
Evaluation factor
Relationships and trust
25% weight
Look for evidence of follow-through with real people: multi touch sequences, handling a gatekeeper, keeping notes in HubSpot or Salesforce, and warm handoffs to an account executive.
Evidence to listen for
Has clients or talent who came back or referred them
Manages a difficult conversation without damaging the relationship
Represents the client's interest, not only the commission
Builds rapport across seniority levels
Five-point scoring guide
1
Poor
Transactional; burns relationships for a close.
2
Needs Improvement
Builds rapport but does not sustain relationships.
3
Satisfactory
Solid relationships; less tested in conflict.
4
Very Good
Repeat business and referrals; handles conflict without damage.
5
Excellent
Recounts a specific prospect nurtured over several touches, with the exact follow-up cadence and how the AE handoff went.
04
Evaluation factor
Drive and resilience
15% weight
Test appetite for rejection volume: how many no responses per booked meeting, what they changed after a bad week, and coachability from call reviews or ride-alongs.
Evidence to listen for
Handles rejection and a bad quarter without unravelling
Self-directed on pipeline rather than waiting for leads
Coachable on feedback
Honest in how they represent the product and themselves
Five-point scoring guide
1
Poor
Gives up easily; blames leads, product, or market.
2
Needs Improvement
Motivation depends on momentum; resistant to coaching.
3
Satisfactory
Steady; recovers from setbacks with support.
4
Very Good
Self-motivated, coachable, and steady through bad stretches.
5
Excellent
Cites a concrete rejection ratio, a script change made after manager feedback, and the measurable lift that followed.
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