PRO-AM SELL-A-THON® – FOR PROFESSIONALS & EDUCATORS
The Pro-Am Sell-A-Thon is one of the largest sales competitions in the nation. Members are provided the opportunity compete, network, and develop their profession sales abilities at the Fall Regional Conference and Spring National Convention. The 2020 Regional Pro-Am Competition will be held virtually on November 5th & 6th. 4 simultaneous Regional Competitions, all competing for 4 1st place titles – in a matter of 2 days. All the resources you need to be successful are right here – are you in?
What is the role of the Coach/Judges?
PRIOR TO COMPETITION
- Review case
- Familiarize self with Carew & LAER principles
- Ensure communication with Pro-Am Team / PSE HQ team if any prep questions need answering
PRO-AM DAY, PREP PERIOD
- Attend coach / judge training
- Take note of key points, topics, and information for sellers to uncover (if applicable)
- Review scoring criteria sheet
DURING SALES CALL
- Watch and take notes regarding how student performed against criteria and what they did well or could have done better
- Post-call, provide student constructive feedback – not just positive or negative, but a combination of what they did well and areas of improvement
- Note: finalists are based on pen-to-paper scoring, so do not sway the group via groupthink, and maintain consistency in your scoring from first student to last
AFTER COMPETITION ROUND
- Please feel free to connect with the student competitors, but we ask you do not discuss how a student did compare to other students in the room until after awards are announced.
What is the role of the Buyer?
PRIOR TO COMPETITION
- Review case
- Familiarize self with Carew & LAER principles
- Ensure communication with Pro-Am Team / PSE HQ team and ask any prep questions
PRO-AM DAY, PREP PERIOD
- Attend buyer training
- Take note of key points, topics, and information for sellers to uncover
BEFORE SALES CALLS BEGIN
- Remind all judges that scoring is to be done pen to paper and that all scoring is about each judge’s consistency
- Remind judges of importance of time for feedback. Depending on number of judges, determine length of feedback time and/or how many judges to give feedback after each call
- Remind judges that scoring discussions should not take place amongst one another so as to not encourage groupthink or bias
AFTER COMPETITION ROUND
- Do not discuss how student did compared to other students in the room
- Quarterback your room. Take control, and keep reminding judges on items above.