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The Edward H. Schmidt School of Professional Sales

Internal Sales Competition (ISC) - October 17, 2025

Sales competition where the top available students compete (24) and serve as ambassadors (approx 15-30). Recruiters act as judges, coaches, sales process analysts, and buyers. Access to student resumes are provided in advance to arrange custom coaching/interview assignments. ESSPS Corporate Partners only.

 

isc role play

 

Agenda

8:00-8:15          Check-in
8:15-8:45          Welcome and Orientation
9:00-10:00        Development Block
10:15-11:15          Open Networking Brunch
11:30-12:00       Play-by-Play: The Analyst Table
12:15-12:45        Coaching/Interviewing Session (only ISC students remain here and for the rest of the event)
1:00-3:05           Role Play Competition
3:30-4:00           Awards

...Sales Connection is the first part of the day



Information for Sponsors and Students

 

Launchpad - login for ESSPS and PSLS students and corporate partners; must be registered or a key contact.  You will receive an email from Microsoft Teams that you have been granted access to the team (ie: Launchpad). 

Launchpad Countdown

  • Competitior preparation, buyer preparation, judge preparation, play-by-play rookie and all star videos - August
  • Agenda with floorplan, assignment schedule (individual and comprehensive), role play schedule, resumes, corporate partner contact information - 1-2 weeks before
    • Individaul assignment schedule is a pdf with a personalized schedule of your roles, topics/tracks, and rooms
    • Comprehensive assignment schedule is an Excel with tabs for student groups for development block, play-by-play, and coaching/interviewing session; judge room groups; development block sponsor summary, and roles overall
  • Worker materials - 1 week before

Modality Guide- for online judges only (updates related to Teams coming in August 2025)

 

 

Sponsor Information



General

    • Sponsor attendees will provide coverage on the development block*, networking brunch*, play-by-play: the analyst table*, coaching/interviewing session*, judging*, and buying*.  We recommend a blend of Sales and HR professionals with more on the sales side to better connect with these top sales students.
    • Sponsor attendees will be scheduled for an entire round at a time to ensure fairness in the competition.  The students are competing within their role play rooms with the top students in each room being recognized, so it is critical that the same judges evaluate each of the students and that the same person plays buyer for each of the students. 
    • Sponsor Registration ISC + Sales Connection
    • Parking - register your license plate in advance so you can park anywhere (lot 1N is closest; campus map and directions).  Use the ISC parking registration link that was sent in advance and park with your license plate facing the driving aisle.

Development Block Trainer/Panelist*

    • 1 hour block that will cover a topic in a highly interactive workshop or panel format.  
    • Blocks are led by ESSPS Corporate Partners, ESSPS alumni, and other companies.  
    • Blocks typically have 5-9 students.  This includes the student worker who is helping to oversee the block and will also be participating in the block.
    • The Assignment Schedule will factor in the preferences of both the students and companies.  Students complete a survey prior to the event to express their topic preferences.  Companies express their topic preferences during registration. The Assignment Schedule is in Launchpad at least the week before the event with companies receiving preliminary confirmation on their topics weeks to months before the event depending on when they register. 
    • Blocks will be held in fully mediated classrooms in Savage Business (SB).  It is recommended that presenters have their content accessible via an online drive or USB.  Presenters may use their own laptop if their company does not have any online presenters/panelists and if they are bringing their own HDMI adapters if their laptop does not have a HDMI port. 
    • Online presenters/panelists are allowed as long as the company has at least one onsite person in the development block
    • Full list of topics and details on development blocks

Open Networking Brunch*

    • Network with students based on your company, general relationship, and/or common interests
    • Each company will have their own table in a classroom.  Branding is provided via a company logo embedded into the QR code check-in.
    • Companies may bring corporate brochures/flyers, job descriptions, business cards, and promotional items.
    • Common interests (pets, travel, cooking, volunteering, fitness, etc) will be communicated using a series of colored dots that guests place on their name badges during check-in.  Select the dot that has the color that matches your personal interest so it is easy to find people who share your interests. 
    • Participants will go up to the brunch buffet together as a table according to the release schedule on the classroom screen so we can maximize the time spent networking.

Play-by-Play: The Analyst Table*

    • Sales process analysts are ESSPS Corporate Partners who will breakdown role play footage play-by-play to a table of students helping them to identify and understand the different stages and elements of a sales call.  Audience questions from the students are encouraged.
    • Two types of tracks, rookie and all star, will run so the students are at tables with role play footage and analyst insights that are aligned with their experience.  Sales process analysts and students will be preassigned, and sales process analysts will have access to the role play footage in advance in Launchpad to prepare their game plan.  Sales process analysts can use their own company's role play footage if they are running an all star table and get the footage approved by the ESSPS Director at least 1 week in advance.

Coaches/Interviewers*

    • 1, 30 minute block during the ISC to coach and/or interview students that have been selected for them.
    • Coaches/Interviewers are ESSPS Corporate Partners.  The number of students for a partner will be determined based on overall headcount (student and partner) and partner level.  Higher level partners will get more coaching/interviewing sessions and more of the competitors than student workers.  When the number of students cannot be evenly distributed within the same partner level, those ESSPS Corporate Partners who are also UTISC Sponsors will be given priority.
    • Best Practices for Coaching/Interviewing (video)

Judges*

    • Will use the following evaluation sheet, and judges will enter their own scores and comments online using CARLOS link in Launchpad (bring a laptop).  Competitors will receive their evaluation sheets at the end of the competition.  For the buyer profile, please see role play details section below. 
    • Online judging is available for partners who have previous ISC/UTISC judging experience and a good track record of being timely and attentive.  Partner must have at least 2 onsite attendees.
    • Role plays for ISC will be in Launchpad's Role Play channel
    • Best Practices for Judges (video)

Buyers*

    • Will have access to the public and private buyer profiles for the round(s) where they play buyer 1-2 weeks prior to the ISC.  Content will be in Launchpad.
    • It is critical that the private buyer profiles remain private at all times
    • Students will receive the public profile 3 weeks or more prior (see role play details section below)
    • Best Practices for Buyers (video)

Student Information

Competing

    • Students are eligible to compete as long as they have NOT ACCEPTED a post graduation job offer.  Students with accepted internship offers are allowed to compete
    • To be considered for the ISC as a competitor, students need to submit an application:
    • Students will be placed into role play rooms based on similarities with other competitors (freshmen, sophomores, juniors, seniors, high school, PSLS 3440 Sales status, etc).  Each room will have 5 competitors.  Those not selected to compete, will help to run the ISC.  All ISC student workers who submit resumes will have their resume shared with the sponsors, network, and possibly receive a Coaching/Interviewing Session.
    • Coaching/Interviewing Session is a 1-1 for 30 minutes with one of our sponsors.  The coaching is career and sales process focused.  Time should be spent on both coaching and interviewing.  High school students will be in a coaching session with a college student that they can ask questions, seek guidance, and gain valuable perspectives from.
    • Students are expected to attend the entire ISC and Sales Connection
    • Winners in each room will get a $100 Amazon prize pack of their choosing  (tech toys, book bundles, food frenzy, WFH, and more!)
    • All competitors earn Eureka points from UToledo that they can redeem for rewards throughout the year 

Peer Coaching

    • Peer coaching is encouraged to aid in the development of both the role play seller and peer coach
    • Students are eligible to be a peer coach if they have already accepted a post graduation job offer and/or have an proven track record of advanced placement with ISC and/or Sales Competition Team (SCT) 
    • Students may self-select and mutually agree on seller-coach pairings
    • Students who are looking for assistance to be paired up as the seller or coach are asked to indicate that in their Sales Competition Team (SCT) Application so the ESSPS can suggest pairings and facilitate introductions for students who are seeking connections
    • To be considered for the ISC as a peer coach, please complete the Sales Competition Team (SCT) Peer Coach Application
    • Peer coaches who have a seller that wins will receive an Amazon gift card ($25)

Role Play Details

Preparation – Role Play

    • The call is a blend of information gathering and value propositioning.  Use your time wisely.
    • Sales call guides are an excellent way for you to create a road map for your sales call.  Templates (basic, corporate).  The corporate version is better suited for students with PSLS class or sales work experience.  Less experienced students might be more comfortable with the basic version.
    • Sample sales portfolios are available in the Huntington Sales Lab (SB 4200) for use in practice and in the competition.  You can come visit and work with them anytime M-F 10-5.  They are not available for field trips outside the lab.  A sales portfolio checklist is available should you want to create your own. 
    • ESSPS faculty are available for coaching and practice – please just ask
    • ISC Workshop open to all competitors is being hosted by Pi Sigma Epsilon (PSE) on 10/15 (W) at 8:00p in SB 4140
    • Watching the role plays from the previous ISC's can help set expectations and give you structure.  Past ISC role plays are in the Launchpad for Sales Connection with Internal Sales Competition (General > Competitor Preparation > Role Play Archive).  Doing a keyword search on Round 1, Semi Finals, and Finals will bring them up.

Workers

    • ISC Worker Signup
    • ISC workers are students who we ran out of competition spots for, are looking to get some behind the scenes insights and networking before competing in the future, or are already placed.  Workers earn Eureka points from UToledo that they can redeem for rewards throughout the year.
    • All ISC student workers who submit resumes will have their resume shared with the sponsors, network, and possibly receive a Coaching/Interviewing Session
    • ISC student workers will be ESSPS Admins helping to run role play rooms, answer questions, check-in guests, etc

 

Last Updated: 5/9/25