What the Top 1% of SDRs Have in Common (and How to Hire Them)
Hiring SDRs is one of the most critical decisions a sales leader can make. While there’s no shortage of candidates (especially at this time of year) there is a shortage when it comes to consistency. For every high performer, there are five more that never quite ramp up.
You may think that it’s their lack of experience, or simply a problem with Gen-Z entering the workforce. While those may have an impact on your sales hires over time, the main factor is something else entirely. The best SDRs – those in the top 1% – share a specific mindset, skill set, and approach to their work. They’re outliers for a reason.
So, we’ve put together a list to help you see what sets them apart, and how you can make them a part of your team.
What the Top 1% of SDRs Have in Common
If you want to build a high-performing sales team, you need to understand what separates good SDRs from the best. Top 1% SDRs consistently outperform their peers and smash their targets not because they work longer hours or have ‘the gift of the gab’, but because they operate differently.
- Taking full ownership of their results: The best SDRs never blame the market, their leads or the tech stack. They take complete responsibility for their pipeline, performance and development. That doesn’t mean not sharing their concerns and issues, quite the contrary. The best SDRs speak up when they need support. They track their own metrics, identify where they’re falling short and course-correct independently.
- They have structure: Every top SDR has a process. They know when to call, how to follow up, and which messages land best with different personas. This consistency is what makes them able to perform month-on-month. They aren’t just guessing and chasing quick wins, they’re working with intent.
- They’re commercially aware: Great salespeople aren’t just experts on your offering, they’re business-minded. They understand their prospect’s pain points, market trends and the commercial outcomes that matter. That awareness gives them a stronger and more meaningful conversations.
- They are highly coachable: Coachability is a key trait in every high-performing SDR. It means that they actively seek out opportunities to develop. They want to hear what leaders and coaches think of their approach and are receptive to the feedback they’re given. They view every interaction (whether with a leader or a prospect) as a chance to learn and improve.
- They handle rejection well: Sales is an industry full of setbacks. Rejection from prospects, deals falling through, not hitting targets. All these things can have a big impact on salespeople’s mental health and attitude towards work. The best SDRs have the emotional resilience to bounce back and not let setbacks ruin their workflow. So, they can stay focused and keep momentum, even when the going gets tough.
How to Hire Top-Performing SDRs
Now that you know what to look for, here’s how you can secure these types of people for your sales team. Because, your results are only as good as your hiring process.
Mindset over background
Some of the best SDRs didn’t start their career in sales. We find that our top candidates often come from sport, retail or even completely unrelated industries. But, their time in other roles builds drive, communication and other soft skills that are essential to a strong career in sales.
Ask better questions
Generic interviews yield generic hires. The best interviewers dig to find out how candidates think, rather than just hearing what they’ve done in the past. Here at Prime, some of our top questions when screening sales candidates do just that. For example:
- “Tell me something about you that I wouldn’t find on your CV”
- “Walk me through your process when you’re trying to hit an ambitious target”
- “What is a skill that you have developed outside of work?”
These questions help you uncover key SDR traits – like ownership, resilience and curiosity – in a more interesting and helpful way.
Include practical elements
At This is Prime, one of our key goals is to go beyond what we first see on paper. This is especially important with new salespeople as they may not know how to structure a tailored CV that shows off their full skillset.
So, if you feel like you need proof that your candidate is a good fit, go beyond the CV and panels. Use real-world tasks like roleplays to see how they apply themselves. The goal isn’t perfection, it’s potential. Look for signs of coachability, clear communication and structure.
Speed matters
The top 1% in any market don’t stay in the market for long. This is especially true in a fast-paced industry like sales. So, if your process takes too long, you’ll lose your best candidates. In fact, 55% of applicants expect to have an offer letter within 1-2 weeks of their first interview.
Anyone that has taken part in the recruitment process knows that the early stages of hiring can be incredibly time-consuming. Sorting through CVs, contacting candidates, understanding their suitability for the role. That’s where recruiters can be a massive help.
Work with a specialist sales recruiter
If SDR hiring is critical to your growth, it makes sense to partner with someone who does it day in, day out. A sales recruiter understands what makes a top performer – not just someone who looks good on paper but who will actually thrive in your business. With a specialist recruiter, you don’t have to sacrifice on speed or quality. So, you can carry on leading your existing team whilst they work to find the best candidates for you.
Why This is Prime?
We don’t just fill SDR roles, we help you build a high-performing sales team that works for you. At This is Prime, we work exclusively in sales hiring and training. For over a decade, we’ve developed a deep understanding of what (and who) works well in sales. Our Prime process means we go beyond the CV:
- In-depth screening: Our recruiters have two detailed conversations with each candidate to assess their mindset, motivations and long-term potential.
- Sales training included: All shortlisted Prime candidates receive one free session of our award-winning sales training on our weekly training days. Clients can also attend these sessions to handpick candidates.
- Only the best make it through: We only send you candidates who have passed all three stages. No spam, no guesswork, just thoroughly vetted SDRs ready to add value to your team.
If you’re ready to grow your sales team with top quality sales candidates, we’re here to help.
To get in touch with us, head to www.thisisprime.co.uk or email us at hello@thisisprime.co.uk
