Sales Development Specialist Certification Exam

Overview:  The SDS Certification Exam will test to determine if the candidate has the knowledge and skills to perform a Sales Development Specialist role.  This includes positions such as Business Development Representatives (BDR) and Sales Development Representatives (SDR).  The exam will take approximately one hour to complete and it includes role playing.  The following is a general outline of the subjects that are tested.

Integrity:  The exam is conducted via a web conference with a live proctor.  The candidate is required to engage without notes,   without accessing files or web content and without the assistance of others.  If a proctor suspects that you are violating any of these rules, they will be given two warnings.  If the proctor identifies a third potential violation of the rules, the candidate will fail the exam.

Role Playing:  In the role play, the candidate plays the role of a BDR for CareerDash attempting to secure appointments with a hiring manager at Tech Plus (fictional company)  to meet with the CareerDash CEO. 

Recording:  All exams are recorded. 

Exam Topics:

1. The Role of a Sales Development Specialist (Knowledge)

  • Definition and responsibilities of an SDS

  • Key differences between BDRs, SDRs, and Account Executives

  • Importance of SDSs in the sales funnel and company growth

2. Prospecting and Lead Generation (Knowledge)

  • Identifying target markets and ideal customer profiles (ICPs)

  • Tools and techniques for finding prospects including LinkedIn

  • Developing and maintaining a healthy sales pipeline

  • Researching prospects effectivel

3. Crafting and Delivering Effective Outreach (Knowledge and Skills)

  • Writing compelling emails and crafting impactful messages

  • Techniques for cold calling and voicemail strategies

  • Social selling: Engaging with prospects via social media

  • Personalization and timing in outreach (Cadence)

4. Building Rapport and Qualifying Leads (Knowledge and Skills)

  • Techniques to build trust and establish rapport with prospects

  • Investigating to uncover pain points

  • Qualification frameworks (e.g., BANT, CHAMP, or MEDDIC)

  • Identifying when to pass leads to Account Executives

5. Handling Objections and Rejection (Knowledge and Skills)

  • Anticipating common objections and how to respond effectively

  • Demonstrating empathy in sales conversations

  • Asking questions to clarify concerns

  • Strategies for staying resilient and motivated after rejection

  • Continuous learning from failed attempts

6. Leveraging Tools and Technology (Knowledge)

  • Overview of key sales tools: CRMs (e.g., Salesforce, HubSpot), automation platforms, and prospecting tools

  • Data tracking and analytics for performance improvement

  • Time management and productivity tools for BDRs

7. Measuring Success and Continuous Improvement (Knowledge)

  • Key metrics for BDRs: Activity levels, conversion rates, pipeline contribution

  • Setting and achieving personal and team goals

  • Seeking feedback and mentorship

  • Staying up-to-date with industry trends and best practices