THE 2022 PRO-AM SELL-A-THON®
FOR Coaches and Buyers
PSE Pro-Am Key Objectives
- Emphasize the importance of selling skills play in everyday life.
- Dispel negative perceptions associated with selling.
- Many students enter the workforce in a sales capacity; therefore provide a program that demonstrates real-life selling situations.
- Provide a vehicle to teach students about selling in a logical, process-oriented approach.
- Involve professional salespeople in the program to mentor and coach these students during the program to provide real-life sales experiences.
- Provide a program that allows students to compete in real-life selling situations with all of the variables of a real-life situation.
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.