The 4th Sales Educators Academy Sponsored by Florida State University, Rollins College and the Sales Education Foundation.

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1 The 4th Sales Educators Academy Sponsored by Florida State University, Rollins College and the Sales Education Foundation June 24-26, 2015 Tentative Agenda *Please note that the SEA program is meant to be a hands-on learning experience. It is not like other conferences where participants pick and choose sessions to attend (not attend). We encourage participants to be at all sessions and to stay for the entire conference that concludes with a session on teaching that relies on your participation. We look forward to seeing you in Orlando! Revised April 10, 2015 Page 1

2 Tentative Agenda for 2015 Sales Educators Academy (SEA) Tuesday, June 23, 2015 Pre-registration Travel day for participants. All participants are responsible for getting from Orlando International airport to: Embassy Suites Orlando - North 225 Shorecrest Drive Altamonte Springs, Florida Please feel free to join us at the pre-conference reception in the Embassy Suites atrium from 5:30 to 7:00 pm. Participants will be able to check-in for the SEA conference at this reception as well. Day 1: Wednesday June 24 th, :30 - Buses Depart for Rollins College (Breakfast is provided by the Embassy Suites free of charge for SEA participants) 9:00 9:30 Registration Rollins College (Coffee and Drinks provided) 9:30-9:45 Welcome Message from Greg Marshall, Mark Johnston and Leff Bonney 9:45-10:45 The Flipped Classroom Concept in Sales Education Leff Bonney, Florida State University The concept of the flipped classroom is challenging the way that sales education is delivered. But this is also a difficult concept to embrace because it moves the lecture portion of teaching outside the classroom. So the question for sales educators becomes with no lecture portion of class, what do I do? In this session, the concept of the flipped classroom is discussed and then ideas of how to use the flipped classroom in both sales and sales management courses are explored in small groups. Revised April 10, 2015 Page 2

3 10:45-10:55 Break 10:55-12:00 Helping Students Find Their Sweet Spot", Teaching Students to Use the Sales Process for Effective Job Searches Concha Allen, Central Michigan University Students are often tested in their selling skills during the most important decision of the college experience finding a company, selling their skills and deciding if the opportunity is a good fit. This interactive session features active learning exercises to engage students in the career search while learning the sales process in an introductory sales course. This session is guaranteed to result in some great best practices that can be used with sales students as soon as you get back to your university. 12:00-1:00 Lunch 1:00 2:15 Can I really trust my graduates with this company? What does a good sales program sponsor look like and how do we manage them effectively? Pat Pallentino, Florida State University The idea that companies can find great sales talent in our sales programs is catching fire. Unfortunately, there is significant variation in the quality of the sales job that companies offer our sales students. So how can we qualify companies to insure that graduates will have a good experience in certain sales roles? Should that even be our job as sales educators? In this session, Pat Pallentino will lead a discussion on best practices around qualifying and filtering sales jobs presented by potential program sponsors. He will also facilitate an interactive discussion on ways to manage program sponsors as the demand from sponsors for class time and more interactions with students continues to grow. 2:15-2:30 Break Revised April 10, 2015 Page 3

4 2:30 3:45 I Love Using Cases, But How in the Heck do I Grade Them? and other Helpful Tips for Using Cases and High Engagement Teaching Techniques for Sales Management Courses. Avery Abernethy, Auburn University. 3:45-4:00 Break 4:00-5:15 Digitally Morphing the Sales Curriculum. Howard Dover, University of Texas-Dallas. The world is changing fast. It s often heard that more and more sales transactions are taking place digitally. So how do we address the current convergence of sales and digital marketing in our sales curriculum? In this session, Dr. Howard Dover will describe how digital tools and concepts are morphing the curriculum at UT Dallas. From activities in Introductory sales using Linkedin to changing Customer Relationship Strategy to Digital Prospecting to a new MBA course, Digital Sales Strategy. Time will be set aside for small group work to discuss opportunities to place more digital tools into our curriculum. 5:15 6:00 Cocktail Reception 6:00 7:30 Kick-off Dinner at Rollins College Featuring Neil Rackham, author of SPIN Selling. Buses Depart for Embassy Suites Hotel by 7:45pm Day 2: Thursday June 25, :15 Buses Depart for Rollins College (Breakfast is provided by the Embassy Suites free of charge for SEA participants) 8:45 9:00 Day 2 Kick-off Revised April 10, 2015 Page 4

5 9:00-10:15 Building Effective Presentation Skills in Today s Sales Students Bryan Flanagan Flanagan Training. It might feel early in the morning, but Bryan Flanagan is back to get us fired up in this first session of the day. For those who saw Bryan at the last SEA event, you know that Bryan is a fantastic presenter in his own right having worked with Zig Ziglar teaching sales and presentation skills in corporate environments. In this session, he will share some exercises and techniques to help your sales students be better presenters. 10:15-10:30 Break 10:30 12:00 What are the REAL Priorities in Selling and Sales Management Education Today? A Brainstorming and Discussion Opportunity -- Greg Marshall and Mark Johnston, Rollins College Now that Bryan has everybody s adrenaline at peak levels, Greg and Mark want to take advantage of that high to pull us all into full idea generation mode! We ll get a charge from the facilitators and then go into breakouts to do some brainstorming. Afterward, we ll all come back together to share ideas, build on them, and take advantage of learning from each other about the priorities for focus within our field. 12:00-1:00 Lunch 1:00-2:15 Building Supply in the Sales Program Model Ellen Pullins, University of Toledo. Sales jobs are everywhere. A recent article in the Wall Street Journal highlighted the point that many sales jobs are going unfilled as companies can t find enough adequately trained business school graduates. With current placement rates over 95%, one key challenge facing sales educators is to figure out how to increase the number of students taking sales courses at universities. In this session, Ellen Pullins will share some best practices that she has observed across the globe for generating student interest in sales education. Following Ellen s presentation, small groups will work to develop new ideas for generating more supply of top sales graduates. Revised April 10, 2015 Page 5

6 2:15-2:30 Break 2:30-4:00 - Have it Your Way Sessions (3 Concurrent Sessions based on attendee needs). These sessions are workshop style sessions where teaching needs are presented and addressed in teams based on the topic of attendees choosing. Facilitators with experience on each topic will lead the discussion. Session A- I Want a Better Professional Selling Course In this session, each attendee will highlight areas where they want help in strengthening their professional selling courses. The group will then work through all the issues in an effort to build a better professional selling experience for students. Session B I Want a Better Sales Management Course In this session, each attendee will highlight areas where they want help in strengthening their sales management courses. The group will then work through all the issues in an effort to build a better sales management experience for students. Session C I Want a Formal Sales Center In this session, attendees will list challenges associated with building formal sales programs. Then, best practices will be explored for each issue on the list. 4:00-5:30 Building the Sales Educators Toolbox This session focuses on innovative tools available to sales educators including new books, online options and CRM technologies that can be used in the classroom. In addition, all participants will receive a flash drive with over 40 sales related movie/tv clips that can be embedded directly into Powerpoint presentations. Buses Depart for Embassy Suites 5:45 (Dinner on your own. There are restaurants within walking distance of the Embassy Suites including a steak house in the hotel. The hotel shuttle will also transport people to restaurants within a couple of miles of the hotel). Revised April 10, 2015 Page 6

7 Day 3: Friday, June 26, :15 Buses Depart from Embassy Suites (Breakfast is provided by the Embassy Suites free of charge for SEA participants) 8:45 Day 3 Kickoff 9:00-10:15 Coaching vs. Teaching Willy Bolander, Florida State University Coaching is a huge component of a sales educator s job. Sales competitions and roleplays are becoming a huge aspect of sales education. Yet, this forces us to move out of teacher-mode to a role as a sales coach. So what are principles of good coaching and how can educators use them in their day-to-day teaching activities? In this session, a framework for effective coaching conversations will be presented. Following this discussion, attendees will be divided into two groups to build out effective coaching plans for either coaching role-plays or for coaching for sales competitions. 10:15-10:30 Break 10:30 11:45 Sales in a Negotiation Program or Vice Versa? Bridges and complementarities Adrian Borbély IESEG School of Management Paris. Adrian Borbély is no sales professor but a negotiation academic; he manages IESEG s programs aimed for graduates interested in commercial jobs, or looking at negotiation as a managerial capability. Today, negotiation and sales are two academic fields that vastly ignore one another, even if they share numerous complementarities; i.e. through the notions of bargaining, joint gains, trade-offs, relationship, etc. Through discussions among participants, the workshop will attempt to respond to the following two questions: - Aren t we all teaching basically the same thing, but from a different angle? - Since both fields appear closely-related, how to imbricate negotiation within a sales program? Revised April 10, 2015 Page 7

8 11:45 1:30 SEA Class Session Design Workshop Participants will be assigned a chapter from a leading sales text and will be asked to develop a lesson plan for teaching the chapter. Each participant on the team will be asked to take part in delivering some aspect of the lecture for the topic. During the lunch hour, participants will get the opportunity to review the topic and to begin the planning process. A working lunch will be provided during this session. 1:30 5:30 SEA Lectures In this session, SEA participant teams will present the topic just as they would to a class. Teams can divide the content for each part of the lecture however they like. Fellow SEA participants will fill out coaching forms that provide feedback on teaching style and technique. These sessions will also be videotaped. Copies of the tapes and the lesson plans developed for each topic will be distributed to all SEA participants shortly after the program ends. Finally, an award is given to the team that has the highest teacher ratings. 5:30-6:30 Cocktail hour at Rollins College 6:30 Dinner Buses Depart for Embassy Suites at 8:00 pm Saturday, June 27, 2015 The SEA Program will provide a shuttle to Orlando International Airport leaving the Embassy Suites at 8:00 am. If you would like to take advantage of this shuttle, then please book your flight for a 10:30am (or later) departure. Revised April 10, 2015 Page 8

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