BasstheBear

Business Development Representative

"I like building relationships" - Interviewee Answer. Good or Bad?

I interviewed a couple of candidates recently for a spot on our growing SDR team (Saas).

I've always thought that for an SDR or even most sales roles the answer "I like building relationships" to the question of "why are you going/ pivoting/ in sales?" was an absolutely horrible answer.

You are not building relationships as a BDR, you are discovering pain and then convincing people that not only do they have said pain but that there is a potential solution in your product.

The interview team met today and no one brought up this in any way until I said something.

An AE actually told me that he didn't think it was that bad of an answer.

Thoughts on this?

"I like building relationships" - Interviewee Answer

Attached poll

Good Bad They need to elaborate

*Voting in this poll no longer yields commission.

☁️ Software Tech

🧢 Sales Management

✌️ Growing Pains

15

21 comment

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paddy

WR Officer

4

Director of Business Development

Yeah I think that's a bullshit answer. You're right on the money, an SDR's job is not to "build relationships." It's to develop and make intros.

Do.it.for.the.checks

Politicker

2

Account Executive

Yeah, but you are hiring (I assume) entry level. What percentage of people whove never sold think this?

If they are hungry, coachable, and you don't hate their personality, that answer doesn't matter.

BmajoR

Arsonist

4

Account Executive

They should elaborate. What about building relationships do you like? How do you think building relationships relates to this role? Questions like that to get them thinking and giving you the real answers you want.

BasstheBear

Opinionated

2

Business Development Representative

Kinda a follow-up question here: Do you think it's good practice for the interviewers (me) to ask them to elaborate?

Do.it.for.the.checks

Politicker

2

Account Executive

Generally speaking, I think people need to ask this question more.

1nbatopshotfan

Politicker

0

Sales

Yes, 100% ask for elaboration. What’s the point of building a relationship at that stage of the sale, when you’re just looking to hand over.

To me it seems like an answer they got from someone and they tried to repackage.

Do.it.for.the.checks

Politicker

1

Account Executive

Its not correct. Good relationships don't sell, but good sales build strong relationships.

I dont think its a disqualifier tho. A lot of non sales people believe this. Find out if the candidate is coachable

FlintIronstag

Notorious Answer

1

Chief Marketing Officer

I think you know what you're doing, always look for specific answers to your questions and never answer it for them.

When we are interviewing, we like to look for the following types of answers in SDR/BDR roles.

- Looking to create my own future.
- Be rewarded for the amount of effort I put into the role.
- I love the hunt.

I know it's corny but we're all built a different way. If you don't love getting beat up every day and celebrating like a maniac when a deal comes through, this ain't for you.

KendallRoy

Politicker

1

AM

Depends what they mean. If they mean build rapport quickly on a call or over email, sure. If they mean build a relationship over time they've displayed a fundamental misunderstanding of what's required in the SDR role, and I'd question their suitability.

CuriousFox

WR Officer

1

🦊

How are you asking the question? If it's left general or vague, maybe ask a follow up question to have them elaborate. If they do, great. If they don't, move on to the next one.

BasstheBear

Opinionated

1

Business Development Representative

I've been leaving it somewhat vague. It's how I got it when I use to apply to jobs.

I've been hesitant to elaborate/ follow up because I think it is on the interviewee to expand upon the prompted question.

CuriousFox

WR Officer

1

🦊

I hear what you are saying. The reason I asked is because it might help calm the BDR's nerves so they can focus. Spitting ideas here. 🤷‍♀️

BasstheBear

Opinionated

1

Business Development Representative

No, it's very helpful thank you.

Gottapumpthosenumbers

Opinionated

1

Biz Dev

I'd say that this candidate should be asked to elaborate on that answer. From my experience, this answer is usually given by someone who is low on practical job experience.

With that said, if this were a more experienced AE role, I'd be very concerned with the lack of detail. But, to be frank, for a beginner SDR I think it's reasonable to have to probe a bit harder.

BasstheBear

Opinionated

0

Business Development Representative

Do you think it's on the interviewer to ask for an elaboration? Or should the interviewee elaborate without being prompted again?

Gottapumpthosenumbers

Opinionated

0

Biz Dev

I think it depends. If this were a higher level, more tenured AE role, then it should be on the candidate to elaborate. If they don't automatically explain what they mean, I would consider it a red flag. If this is an entry level SDR role (first or second position out of college), then I personally would offer the candidate a little bit of grace and probe more to find out what they're really trying to say.

Justatitle

Big Shot

0

Account Executive

SDRs talk to these people for 15-20 minutes max usually and it’s on to the next. Now if it’s building internal relationships I guess that’s a different story, or if it’s opening up the door to build a relationship that’s great too. I’d need them to talk more about what they mean by that answer. Worst answer for getting into sales is that you like talking to people, I hate talking to people lol

SADNES5

Politicker

0

down voters are marketing spies

It's a sales role.

"I not only create lasting relationships from the intro, but I maintain that relationship we never know what future opportunities we can leverage. I do this by X Y Z. "

Kirby

Politicker

0

Sales Representative

Build relationships = being friends and getting to know someone = doesn’t understand the role = bad answer. Build relationships = enjoy interacting with people and quickly building a connection = understand the role = good answer. So yeah, it depends. And I find a lot of SDRs grossly overestimate being friends with prospects and greatly underestimate having business knowledge.

Avon

Politicker

0

Senior Account Executive

I don’t see it as a bad thing. While it’s not integral to the sdr role, it’s a good trait for AEs in a long sales cycle. I personally would prefer to hire SDRs who aspire to be AEs after.

LordBusiness

Politicker

-1

Chief Revenue Officer

The two interview answers I HATE the most are: "I just love people and building relationship" and "I really understand what my client wants, and fight for it"

1. Sales isn't about relationships, sorry Glen Garry - but that shits just not the case anymore. Too much information easy access.

2. You are not supposed to push for what the client WANTS, you are supposed to sell them what they NEED. this drives me bat shit crazy.

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