Update | Volume 2 | October 2018
Message from USCA President, Jimmy Peltier
Welcome to our Fall 2018 Newsletter!

So much has happened since our last Spring USCA Newsletter. Perhaps most noticeably, our first USCA Annual Report will go to print and distributed this year. This effort was spearheaded by Andrea Dixon and MARCOM, and built upon the information that all of you compiled. This will positively impact the USCA Brand. Another big deliverable was the creation and launch of USCA’s Member Reaccreditation Process. You asked that we maintain our high standards over time, and the Membership Committee delivered. Thanks especially to Mark Mantey . Mark is leaving the USCA and we all owe him our gratitude and thanks. April Schofield from Metropolitan State University of Denver will now ably chair the Membership Committee. Good luck April.

Member schools up for reaccreditation in 2018-2019 include Ball State, Baylor, Illinois State, Indiana University, Kennesaw State, Northern Illinois, University of Akron, University of Toledo, and William Patterson University. ARC is very close to launching the USCA Research Grant Funding Process - open only to USCA member schools.   

I shared with you via email a video (and PowerPoint) of the Fall Meeting Evaluations and the tremendous increase in Member Satisfaction Scores we have had from 2016-today. The Overall Satisfaction of the Meeting Agenda and Topics was 4.6, and the Overall Satisfaction of the Meeting was 4.7. The two most enjoyed activities at the meeting were our networking opportunities and committee reports. Thanks to David Fleming and Indiana State University for their hard work and hospitality. From the scores it is also clear that the USCA is strong and prospering. On average, satisfaction with various elements of the USCA jumped by one point on a five point scale from 2016-2018; these are a huge leaps! The Overall Satisfaction of the USCA is 4.9; high by any standard.

Perhaps it is best that I close with some comments from the Meeting Evaluation and Member Satisfaction Survey.
Every member of USCA without exception is so kind and so willing to help and assist me, it is greatly appreciated .”
Great to see the journey we've taken. Really puts everything we are doing and our successes in perspective .”
The enthusiasm, drive and commitment to sales from the President and Exec Team on down is so evident, it is infectious .”

Thanks everyone for your dedication to the USCA!

Jimmy Peltier, on behalf of the USCA Executive Board and Our Members
CALENDAR - Upcoming Events
January 7  
USCA Annual Report Distributed

February 7 - 9   
USCA Spring Meeting, Gartner, Ft. Myers, FL

February 22 - 24
AMA Winter Academic Conference, Austin, TX

March 27 - 29   
National Conference in Sales Management, Jacksonville, FL

June 5-8
Global Sales Science Institute, Panama City, Panama
USCA Welcomes the Following New Member:
University of South Florida
University of Central Florida

“The UCF Professional Selling Program is honored to have been accepted as an associate member of USCA,” said UCF Professional Selling Program Director Dr. Bill Steiger. "This exceptional group of university sales programs is leading the effort to produce the next generation of sales professionals.”
The University of Central Florida’s Professional Selling Program was launched in 2005 and has sent close to 400 graduates into the sales profession. The Professional Selling Program is a specialized major and minor course of study in the Marketing Department in the UCF College of Business. Equipped with a high-tech sales lab and eight sales role play rooms with state-of-the-art recording technology, students receive hands-on sales experience and feedback from mentors and peers.
University of North Carolina - Wilmington

University of North Carolina – Wilmington is honored to be unanimously accepted  for Associate Membership in the University Sales Center Alliance. Our Center for Sales Excellence & Customer Delight at the Cameron School of Business was approved by UNCW in the Fall of 2017. The Center was created with the mission of developing students’ ability to think and work collaboratively by teaching, coaching and pushing students to operate with a WIN – WIN mentality. By offering a variety of events and experiences hosted by faculty, the business community, alumni, and sales professionals, our Center offers Cameron School of Business students a competitive advantage in acquiring jobs and internships.
The Center joins our award winning Pi Sigma Epsilon – Tau Student Chapter (Top Silver Chapter 2016, Silver Chapter Award 2017-18, and scores of individual awards) in creating an engaged, innovative and ethical environment for the co-creation of future Sales Professionals. Our goal is to reach Full USCA Membership within four years with the collaboration of our students, faculty, leadership team, alumni and business sponsors.

All are welcome to come visit our beautiful campus, local beaches, Cape Fear River and the dynamic entrepreneurial environment of UNCW, the Wilmington region, and The Center for Sales Excellence & Customer Delight.
University of South Florida

The University of South Florida Muma College of Business does more than simply disseminate information; it equips students with the skills and knowledge needed to become leaders in business and society. The college serves 5,500 students a year with nine undergraduate programs, 11 graduate programs and two doctoral programs. The Muma College of Business, and its Lynn Pippenger School of Accounting, is fully accredited by AACSB – International, which is the hallmark of excellence in business education.

Sales leaders across the nation recognize that few disciplines in business are undergoing a foundational change like marketing and sales, where tried-and-true approaches that for decades, even centuries, led to success are no longer effective. Now, new models are emerging, driven by rapid advances in technology. Practices that involve digital transformation and cloud services are changing the way marketing is practiced in the business world.

The Muma College of Business saw this trend and made adjustments in its curriculum, building on its strong foundation in marketing to create a strategic competency in sales. The first step: establish a new sales concentration and sales certificate for undergraduate students. Those options were added to the course catalog last year and are now available for students.

The second step was to establish its Center for Marketing and Sales Innovation, created to assist students, businesses, and the community by preparing students for careers in these fields – and readying them for the challenges of today, tomorrow, and the future. Doing so starts with business partnerships that bring companies into the classroom. Business partners provide input into curricula, host sales competitions, bring leaders into the lecture hall, and provide hands-on learning opportunities for students. USF is proud to be a USCA member and, according to its dean, Moez Limayem, this is the next logical step as it builds on its sales program.
U of Wyoming
University of Wyoming

Located in Laramie, Wyoming, the University of Wyoming Center for Professional Selling is dedicated to excellence in sales education and advancing the sales profession. 

Currently, the University of Wyoming offers a Bachelor’s of Science Degree in Marketing with a Concentration in Professional Sales. Students that pursue the professional sales concentration complete a 4-class series while being challenged with industry engagement opportunities such as internships, mentorships, and sales competitions. With state-of-the-art software and technology within the classroom and our role-play facilities, our students experience how the effective and ethical use of customer and market information is critical when engaging today’s customers.

The vision of the Center for Professional Selling involves cross-campus collaboration producing multi-disciplinary programs focused on developing capabilities that facilitate long-lasting customer relationships. Thus, a minor in technical sales and graduate certificate options are currently being designed with support from the Colleges of Engineering, Health Sciences, and Agriculture. These options will allow students to explore sales opportunities regardless of their program of study. We are proud to be a new member of the University Sales Center Alliance and look forward collaborating with its members as we develop and grow. 
Dean's Perspective
“[Membership in the USCA] will help us connect with sales educators, like us, who see that this field is advancing and changing -- and who want to work alongside us to prepare the future employees who will live in that new world,”

Moez Limayem, Dean
Muma College of Business
University of South Florida

University of North Carolina - Wilmington is delighted to announce that Dr. Matthew Lastner will be joining our Marketing Department next fall. Matt received his PhD at LSU (2017). Matt was selected as their AMA Sheth Fellow (2016) and won numerous research and teaching awards. Matt will join our growing Professional Sales Faculty and our Center for Sales Excellence & Customer Delight . Welcome to our New Seahawk, Dr. Matt Lastner.

Baylor University applauds the 17 years of service that Chuck Fifield provided to Baylor and the Professional Selling program as he retires in June 2019. We are pleased to announce that Dr. Eric Swan (PhD-UWW) will be joining the Baylor ProSales team in Fall 2019. 
West Virginia University announces that Professor Xinchun Wang joined its sales faculty. Dr. Wang comes from the University of North Dakota. He earned his doctorate at Texas Tech.
University of Wisconsin-Whitewater welcomes Kenyatta Barber to our tenure track family. Kenyatta will be starting Fall 2019 as an Assistant Professor and will be teaching some sales classes.

Sales students from Northern Illinois University recently traveled to Impact Networking to participate in the company’s annual sales competition. Sixty students from five of Impact’s partner schools competed. NIU students Toby Barnes, Nate Camardo and Vinnie Nagaraj placed first and second in the Silver round, and second in the Gold round. 

The R.M. 'Bob' Wood Sales Leadership Center at Arkansas State University hosted its first annual Wood Sales Competition. 17 elite ASTATE sales students have competed in a semester-long sales competition, with 5 rounds of mini sales competitions in various aspects of selling. $4,000 of cash prizes will be awarded to the top 5 sales students! Thank you to C.H. Robinson and Aflac for sponsoring this great competition. 

Last month Ball State University organized the fifteenth Regional Sales Competition at our Muncie campus. We had participants from 16 universities compete. A short video of the competition can be found here:  https://youtu.be/y-UWQdHdrU4.  Also, we hope that you will SAVE THE DATE for the 2019 BSU Regional Sales Competition which will be held September 23 - 24, 2019. We are excited to share with you this new and exciting opportunity for the student competitors! 

Nearly 100 students representing 24 universities and colleges traveled to Indiana University -Bloomington to compete Oct. 11-12 in the National Team Selling Competition at the Kelley School of Business. Emerging as the winner of the rigorous, two-day sales competition was the University of Richmond, followed by the Kelley School and Michigan State University. Students competed for $6,000 in prize money.

Edinburgh Napier will once more cross the pond to take part in William Paterson University's National Sales Competition in November 2018, and make it an international sales competition! Barbara McCrory, colleague of Tony Douglas' will bring our two Scottish-based students Lidia Cetrangolo and Vanessa Tomba to the event. 
California State University - Fullerton hosted the Career Sales Academy . This event showcases the sales profession with 20+ partners who provide presentations, panel Q&A and insights into why students may desire a career in sales. Topics included: Types of Sales Careers, How To Evaluate Job Offers, How to Prepare for Career Fairs, Business Dining Etiquette and the benefits of sales careers. Attendees also enjoyed the entertainment of a local magician. The event preceded the annual fall career fair on October 2, 2018.

Global Sales Science Institute (GSSI) Conference 2019 is asking for practitioner and academic presentations and proposals. The theme for this year is the "Sales Ecosystem – Defining and Exploring how various Levels of Connection and Interaction Affect the Sales and the Selling process."  The conference will be held in Panama City, Panama at the Westin Playa Bonita Resort, June 5-8, 2019. For further details email lmdavis@ualr.edu.
Illinois State University will host the Redbird Regional Sales Competition on Feb. 28th & March 1st. Meet 48 amazing sales students from 15+ sales program universities. See your next top performer in action! Judge the role plays, be a mock buyer, help decide the winner. Facilitate a breakout panel, station recruiters in the networking atrium, meet your next superstar! Sponsors – Four levels of participation: • Redbird Champion • Redbird Advocate • Redbird Supporter • Redbird Dinner Experience Questions?  
University questions: email Duleep Delpechitre dsdelpe@ilstu.edu  
Sponsor questions: email Mike Boehm mboehm@ilstu.edu 309-438-2954.  
Dr. Tony Douglas at Edinburgh Napier will give evidence at the All Party Parliamentary Group on SALES at the UK Parliament on November 14, 2018. The Group is taking evidence and information concerning how multiple stakeholders can act to improve the sales industry, ranging from increasing the number of sales courses available at UK Universities, supporting ethical sales means, and helping small businesses hire sales leaders and much more.

Elon University Chandler Family Professional Sales Center moved to a new location. At the beginning of the Fall 2018 semester, the center moved to the first floor of the newly-built, state of the art, Richard W. Sankey Hall. The Chandler Family Professional Sales Center promotes professional selling and sales management, provides high-quality instruction to both students and sales executives, and conducts research that advances the field of sales. The program’s strong sales curriculum and experiential learning component earned it the distinction as a “Top University Sales Program for 2018” by the Sales Education Foundation.  

The Seufferlein Sales Program (SSP) at California State University - Chico is pleased to announce a new sales mentor partnership with Bravado.com. The partnership will pair current students with seasoned sales executives. The SSP is also working with Bravado.com to disseminate the Personal Selling Ethics scale for use by sales professionals.
Corporate Spotlight
Over the last 5 years, Gartner has been on a journey partnering with university sales programs. It has been incredible watching the transformation of these program graduates. Not only do these students know that a career in sales is right for them, but they can join our organization and enjoy success almost immediately. As a result, we focus on working with universities that invest in sales programs that are changing the landscape of how we go to market looking for new hires. James Madison University understands this strategy and is a great example.

No matter what career these sales program students end up choosing down the road, the skills students are learning in these programs translate. Everyone needs to have the ability to sell their idea, whether in engineering, accounting, psychology or business. When students have this ability, paired with strong sales training, they can be incredibly successful. This leads to greater happiness, more opportunities for growth, as well as an impact on their income potential, which enables them to continue giving back to their universities and sales programs in the future. 
Alumni Spotlights
Kaitlyn Blair
Area Manager
Midsize Enterprise Sales, Gartner
JMU Graduate '15

The James Madison University (JMU) sales program changed my life. I was not sure what I wanted to do for a career after graduation. I had done internships, one in a law office and another in a marketing research company, but neither was a good fit. I loved my first sales class with Professor Derby. In class, we did not spend a lot of time looking at PowerPoints it was all experiential learning, participating in sales role plays and interacting with professionals in the field. Professor Hertzenberg really cemented my interest in sales. He taught me it was critical to not only like what you do, but to be really good at it and want to get better at it every day, just like a pro athlete.
           Currently, I lead a team of 7 account managers and work with 50 clients to help them achieve their goals. My role is to guide, coach, motivate, and lead others. As I grew my career at Gartner, the program continued to help me. I am able to stay connected with faculty mentors and peers from the program. Today I still share my challenges and ideas with them. They have given me countless tactics and guidance to help me be more successful. Developing a relationship with my professors helped me not only get my first job, but helped launch my career path that I love, with a company that helps others each and every day. 
Andrew Durkee
Gartner Summer 2018 Intern, Campus Ambassador
JMU Graduate '18

Being a part of the Sales Program at James Madison University set me apart from my peers. The program gave me the opportunity to gain relevant experience in sales that I can take directly into my role as an incoming Account Manager at Gartner. I was able to learn and practice the sales process, and truly prepare for my career. Over the last few years I have had the ability to refine my skills and develop strengths that will be crucial for me to succeed. When I compare my experience to other students, it is clear that I’ve been given a leg up. Through the sales program, I found my first job out of college months in advance of graduation and at the same time discovered a passion for a noble profession. 
Repetition, repetition, repetition. The amount of focused practice I was able to do inside and outside the classroom as part of the JMU program was incredible. Each time I learned a new approach or part of the process I was able to practice. Then in real time, I was given immediate feedback. With video recording technology it was easy to see how I could improve for the next time and increase my skillset. Other students did not have the same chances to get this type of training or professional development. The higher level of engagement I had with recruiters and companies shows the value of the program.  
Arkansas State University
Eastern Michigan University
Edinburgh Napier University
HAN University of Applied Science
High Point University
LaSalle University
Louisiana State University
Metropolitan State University
Plymouth State University
Purdue University
St. Ambrose University
St. Catherine University
Texas A&M University
University of Arkansas at Little Rock
University of Central Florida
University of Central Oklahoma
University of North Alabama
University of North Carolina-Wilmington
University of South Florida
University of Wyoming
Virginia Polytechnic Institute and State University
Winona State University

Ball State University
Baylor University
Bradley University
California State University - Chico
California State University - Fullerton
DePaul University
Elon University
Florida State University
Georgia Southern University
Illinois State University
Indiana State University
Indiana University
James Madison University
Justus Liebig University
Kansas State University
Kennesaw State University
North Dakota State University
Northern Illinois University
Salisbury University
Texas State University
University of Akron
University of Texas-Dallas
University of Toledo
University of Wisconsin - Eau Claire
University of Wisconsin - Whitewater
Weber State University
West Virginia University
Western Kentucky University
William Paterson University