Sales Competition | Donald C. Kelly & Dr. BJ Allen - 05

One of the best ways to get your students excited about the industry is by taking them to sales competitions. BJ can tell you how his students’ faces light up every time he takes them to one. In this episode, he shares the full breakdown of sales competitions so you can get just as excited about the profession.Why Sales Competitions?·  We believe sales competitions do more than just test student skills. They help elevate a program’s credibility and act as a strong branding tool for schools. ·  BJ Allen shares how participating in both local and national competitions opens the door to more networking and recruiting opportunities. These events also give programs a way to compare their curriculum with other top schools and identify what is working well and what could be improved.How to Get Started·  You do not need prior experience to get started. Just take those first steps, that’s what really matters. We talk about starting with an internal competition or using it as a class exercise before expanding into regional or national events. ·  Funding can often come from department chairs or local business sponsors. Try using the Sales Education Foundation as a helpful resource for finding both regional and national competitions.Prepping Your Students·  Preparation plays a big role in student success. BJ emphasizes the importance of role play, repetition, and selecting students who truly understand the sales process. ·  Watching students practice and offering feedback through peer-to-peer role play helps sharpen coaching and build confidence heading into competitions.“Just like anything, you just have to start. You don’t have to know everything or have it all in place. Start with an internal competition to get a feel for it, see what works, and then find a nearby competition that is affordable. Ask your department chair for some support. You can probably find a sales executive who loves competitions and just ask them to sponsor a couple thousand dollars to help. The key is to just start somewhere.”- BJ AllenResourcesConnect with BJ Allen on LinkedIn for more competition insights or curriculum guidance. You can also reach out to him by email: [email protected].