Hiring · SDR · AE · CSM

Work sample tests for SDR, AE, and CSM hiring

SDR, AE, and CSM hires fail for different reasons. Use HIRESDR for SPICED SQL handoff readiness, HIREAE for MEDDPICC live depth under buyer pressure, and HIRECS for expand, renew, or hold on an inherited pack. Each seat freezes its own contract so bands stay comparable. Do not force every seat through one generic sales test.

Why one generic sales test is not enough

  • SDR / BDR success is handoff quality and opener fit, not full enterprise close craft.
  • AE success is multi-threading and economic impact under pressure, not daily outbound volume.
  • Mixing tracks on one requisition makes candidate rankings unfair and hard to defend.
  • CSM expand / renew judgment gets lost when every requisition inherits an AE script by default.

Track-specific work samples

  • HIRESDR: opener quality, research evidence, SPICED SQL handoff, ready / partial / not-ready. Not Closed-Won. Ross Completions is a trap. Rubric sdr_hire_v1.
  • HIREAE: MEDDPICC eight letters under live pressure plus ICCE (Intelligence, Character, Coachability, Experience). Live board readiness, not pitch theatre. Rubric ae_hire_v1.
  • HIRECS: inherited pack gaps, promised vs delivered Metrics, expand / renew / hold. Not first-logo Deal Won. Rubric cs_hire_v1.
  • Same scenario pack revision and seniority band for every candidate on a requisition.
  • General apply link for mass outreach; individual consent links for named candidates.

Wrong-track hiring tests

SDR scored on AE close craft

Outbound seats get graded on multi-threading and Paper Process. Handoff quality never decides the hire.

AE scored on daily outbound volume

Enterprise AEs get ranked on dial metrics that do not predict MEDDPICC depth under pressure.

CSM scored on first-logo close craft

Post-sale seats get graded on MEDDPICC discovery. Inherited pack gaps and expand / renew never decide the hire.

Pick the track before you invite

  1. Choose HIRESDR, HIREAE, or HIRECS. SPICED SQL handoff, live MEDDPICC, or expand / renew / hold. Do not mix seats on one requisition.
  2. Freeze band and pack. Same seniority band and scenario pack revision for every candidate on that requisition.
  3. Invite with consent. General apply for mass outreach; individual consent links for named candidates.
  4. Compare bands, not vibes. Criterion-referenced evidence in RCC Recruiting. One requisition, one seat, one frozen rubric.

Public aliases

Join HIRESDR, HIREAE, or HIRECS for the public hiring library, or open the sample-swiftlane-win debrief on the matching alias. Managers decide in Revenue Command Center Recruiting with competency bands, not curve ranks. Related Perspective: Defensible sales hiring.

What we do not claim

One requisition should not mix SDR, AE, and CSM for comparable ranking. Not a generic sales IQ test.

Deal IQ

See the full product page for formats, FAQs, and booking a discovery call.

See hiring assessments

Frequently asked questions

Can one requisition mix SDR and AE candidates?

No for comparable ranking. Keep requisitions on one track and seniority band so evidence stays criterion-referenced.

What does HIRESDR score?

Opener quality, research evidence, SPICED handoff, and ready / partial / not_ready gates.

What does HIREAE score?

MEDDPICC depth, multi-threading, decision criteria, mutual action plan, and ICCE burden under pressure.

What does HIRECS score?

Inherited pack gaps, promised vs delivered Metrics, and an expand, renew, or hold call. Not first-logo Deal Won.

Related how-to?

How to assess sales candidates and structured sales hiring assessment.