3 Sales Topics Managers Wish Professors Taught More Often | Donald C. Kelly & Dr. BJ Allen - 18

Yes, you know you should teach cold calling, how to ask probing questions, and all of the classic sales techniques. But there are hidden topics managers wish professors taught before students enter the industry. Today, we’re sharing three of them so you can better prepare your students for the sales profession.Mastering Time and PlanningOne of the most consistent themes was time management. Managers repeatedly shared that new hires struggle with planning and prioritization.Learning how to structure your day, block time for prospecting, and plan ahead is not just helpful. It is essential. When you treat your schedule like a strategy instead of a reaction, you begin to see real results.Why CRM and Data MatterTop performers do not guess. They use data. Understanding how to use a CRM, track activity, and analyze performance helps sales professionals focus on what actually works.Business Acumen Sets You ApartSales is not just about selling. It is about understanding business.When you can speak the language of finance, interpret reports, and understand how companies operate, you position yourself as a true advisor. That level of insight builds credibility and drives better conversations.The Power of MindsetSales is a mental game. Rejection, uncertainty, and pressure are part of the process.Developing a growth mindset allows you to stay focused, improve daily, and push through challenges. The ability to learn, adapt, and stay resilient is what separates good sellers from great ones.“Finance is the language of business. If you can speak English, you can survive in the U.S. If you can speak finance, you can thrive in business.” - Donald Kelly“Sales is not just about selling. It’s about understanding the business behind the sale.” - Dr. BJ Allen ResourcesIf you would like to view our sales course, go to thesalesevangelist.com/linkedin.