8th Sales Educators' Academy Conference

Sales Educators' Academy

18 - 20th June 2019
Rollins Campus, Winter Park, Florida

Sales education is becoming increasingly important for today’s business school graduates. Recent research reveals that 82% of all marketing majors and 66% of ALL college of business students are headed for a sales related job. While a host of conferences provide resources to sales faculty to conduct and present sales research, no other such program exists for the purpose of exchanging best practices in teaching sales.

The Sales Educators Academy is the result of a highly successful partnership between Florida State University, Rollins College and Aston Business School in the UK.  After a very successful programme in Aston, Birmingham 2018, SEA now moves back to Rollins Campus in Winter Park Florida.  

The goal of the SEA is to help sales educators of ALL experience levels improve their ability to teach sales students the skills and knowledge that these students will need upon graduating from business school.

SEA 2018 is chaired by:

Speaker line-up for SEA 2018:

  • Duncan Preston from Jaguar Land Rover (JLR) will present a talk about the skills JLR looks for in sales graduate recruits. 
  • Luke Organ, Chief Commercial Officer will make a presentation on ‘selling soccer.’ And … we will also have an executive tour of the Aston Villa Stadium!
  • Rodrigo Guesalaga from Cranfield University will present How executives (DO) learn, and how they SHOULD learn about sales.
  • Beth Rogers from Portsmouth University will talk about Work-based learning in sales
  • Christine Eastman from Middlesex University will present Coaching from selection to success: What part can coaching play in dealing with a contemporary recruiting and on-boarding?
  • B. Tod Cox from Stetson University will discuss Lessons learned in developing a new sales curriculum.
  • Javier Marcos from Cambridge University will present Teaching through real-life scenarios.
  • Harvey Markovitz from Pace University discussing Pedagogy and cold calling.
  • Carole Creque from University of Central Florida will present The elevator pitch revisited.
  • Andrew Loring form Texas A&M will present Enhancing the student role-play experience.
  • Tamara Schenk and Robert Racine from CSO Insights (Miller Heiman Group) will present on Sales enablement. We all know the importance of providing the sales organization with the information, content, and tools that help salespeople sell more effectively. Tamara will present CSO Insights’ research on this and how we might include it in the classroom. 
  • Once again SEA welcomes Howard Dover from UT Dallas who will present a session on Digital disruption in sales field, including a workshop on how to morph this into the curriculum.
  • Amanda Helm from Xavier University of Louisiana will tell the story of a Business code of conduct and a professional ethics code for sales students.
  • Kenneth Le Meunier-Fitzhugh from the University East Anglia in the UK will talk about Four selling interactions (transactional, relational, collaborative, and key account) and how to most successfully teach them.
  • Philip McGowan from Portsmouth University will speak on How to teach about sales failure.
  • Rushana Khusainova from Aston Business School will introduce the topic of (Re)defining salesperson motivation: adapting sales motivation research in the sales management syllabus.

For full details, you can download the conference programme.

Who should attend?

Specifically, the Sales Educators’ Academy is targeted for:

  • Experienced sales educators seeking to re-tool their course curriculum.
  • Clinical faculty who may have valuable sales experience but who would like to learn more about how to leverage this experience in the college classroom.
  • Faculty new to sales teaching.
  • Faculty who are considering starting or who have recently started a sales center at his/her university.
  • Adjunct faculty who teach sales on a part time basis.