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The Edward H. Schmidt School of Professional Sales

Internal Sales Competition (ISC) - October 20, 2023

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

 

isc role play

 

Agenda

8:30-9:00          Check-in and Breakfast
9:00-9:30          Welcome and Orientation
9:45-11:50        Development Blocks
12:00-1:00        Open Networking Lunch
1:15-2:00           Coaching/Interviewing Session
2:15-4:20           Role Play Competition
4:45-5:15           Awards

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



Information for Sponsors and Students

 

CARLOS (login needed) - access role play schedules, Assignment Schedule, and results.  Emailed week of event.  Link and login for CARLOS Score Entry is embedded in the role play video player and emailed to judges.

Modality Guide- for online judges only 

 

 

Sponsor Information



General

    • Sponsor attendees will provide coverage on the development block*, networking lunch*, 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. 
    • Resumes on the student competitors and workers will be emailed 1-2 weeks in advance
    • Sponsor Registration ISC + Sales Connection
    • Parking is in lot 1N; campus map and directions

Development Block Trainer/Panelist*

    • 1 hour block that will cover a topic in a highly interactive workshop or panel format. Premier corporate partners who will have 2, 1-hour blocks might be able to do a continuous 2 hour session as long as they keep it highly interactive and understand that they will likely see fewer students since those students would not be rotating out to another block.  When changing rooms in-between development blocks, please be timely in leaving the room so the next corporate partner can get setup in time if they have a tablecloth, pop-up sign, etc.
    • Blocks are led by ESSPS Corporate Partners, ESSPS alumni, and other companies.  The number of development blocks for a partner will be determined based on overall headcount (student and partner) and partner level.  Higher level partners will get more development blocks (and students).  Students are completing a survey prior to share content preferences.  When the number of development blocks cannot be evenly distributed within the same partner level, those ESSPS Corporate Partners who are also UTISC Sponsors will be given priority.
    • 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 emailed the week before each event with companies receiving preliminary confirmation on their topic(s) weeks to months before the event depending on when they register. 
    • Blocks will be recorded so that students can watch later on-demand to learn about the other topics and companies that they were not able to interact with live.  Blocks will be securely available.
    • Blocks will be held in fully mediated classrooms in Savage Business (SB) or Stranahan Hall (ST) based on the event.  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 Lunch*

    • Network with students based on your company and/or common interests
    • Each company will have their own table in a classroom.  Branding is provided via a table stand sign and QR code check-in sheet.
    • Common interests (pets, travel, cooking, volunteering, fitness, etc) will be communicated using a series of colored cups.  Use the cup that has the color that matches the your personal interest so it is easy to find people who share your interests. 

COACHES/INTERVIEWERS*

    • Will have 1, 45 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 student sessions per block 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.  Competitors will receive their evaluation sheets at the end of the competition.
    • 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, Sales Competition Team (SCT), and classes are in the ESSPS Showcase in the Role Play channel (login credentials in your organization profile in Memberclicks, watch tutorial on accessing Role Play channel in the ESSPS Showcase)
    • 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
    • It is critical that the private buyer profiles remain private at all times
    • Students will receive the public profile 3 weeks or more prior
    • 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 45 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 10/18 (W) at 8:00p in SB 4140
    • Watching the role plays from the previous ISC's can help set expectations and give you structure.  The ISC role plays are in the ESSPS Showcase in the Role Play Channel.  Doing a keyword search on Round 1, Semi Finals, and Finals will bring them up.  For those not formally in the classes yet, please contact the ESSPS for a special login if you are having login issues.

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: 10/11/23