Resources for Educators
SEF is your information clearinghouse!
This section of our Knowledge Center contains articles, whitepapers and presentations to assist educators at all levels. Whether exploring the idea of starting a Sales program or just looking for new ideas, you'll find something of interest in this section.
Of course, the most important resource SEF offers is our SEF Annual. Within the listing you'll find data on hundreds of institutions offering sales education. Whether you're looking to start a program, or find a colleague to exchange ideas with - our SEF Annual is your go to resource.
Be sure to see the Sales Educators' Academy shareable presentations we are sure will be of interest.
We suggest you also check out the following additional resources on our site:
- Chally & Career Development Program - find under Elevating Sales tab
- Resources for Everyone for articles of interest to a wide variety of audiences.
- Universities/Colleges - part of Who We Serve
- Sales Research Grants - Past recipient papers, current cfps - part of Elevating Sales
- Sales Research Journals - a list of journals compiled by SEF - part of Elevating Sales
- Videos and Podcasts
Find Something Interesting Below
-
Building a University Sales Program
Our most popular whitepaper - SEF outlines suggested structure, curriculum possibilities and research opportunities
-
The Birth of a New Independent Discipline
Dena Hale from Stetson University believes it's time for academia to be proactive and lead the way
-
Is Your Sales Management Curriculum in Need of Renaissance?
Bryan Hochstein from The University of Alabama covers the state of sales management in academia and practice
-
Your Professional Sales Program and Recruiting Efforts?
Michele Welliver and Matt Rousu share details on how Susquehanna University's high school sales competition created value
-
2023 Key Statistics on Sales Education
Statistics provide insight into opportunities and includes salary information of interest
-
The Sales Education Renaissance - A History Lesson
Scott Inks from Kennesaw State University and past USCA President traces the modern day history of sales education
-
2023 SEF Annual Survey Interesting Findings
Our 2023 survey of institutions worldwide reveals data on technology usage, student activities and more.
-
MEDDICC Methodology Presentation
What's MEDDICC? Our first SEF Sales Educators' Forum featured Stefanie Boyer and Mike Rodriguez. Learn how to incorporate this methodology into your curriculum.
-
SEF Technology Survey Findings
From the 2022 SEF Annual survey we share data on the integration of technology
-
Diversifying the Sales Force
Jane Sojka, SEF Board member, writes about her Women in Sales course at University of Cincinnati
-
The Value of the High School Sales Competition
Our second SEF Sales Educators' Forum featured Michelle Welliver and Matthew Rousu from Susquehanna University sharing how they hosted a high school competition
-
Attracting Students to Professional Sales
Our third SEF Sales Educators' Forum featured a panel of experienced Sales educators sharing their successful ideas for attracting students - view on SEF YouTube Channel
-
The Chally Predictive Talent Assessment
Through a partnership between SEF & Chally, a SparkHire Company, we offer students this very unique opportunity to discover the strengths and fit with Sales
-
Using Chally Presentation from Dimitri Kapelianis
Dimitri Kapelianis, Ph.D. from University of New Mexico shares how he uses the Chally Predictive Talent Assessment.
-
Using Chally Presentation from Scott Friend
Scott Friend, Ph.D. now at University of Dayton shared how he used the Chally Predictive Talent Assessment at Miami University.
-
Establishing, Growing and Running a Sales Center
This paper is dated, but provides invaluable information on everything from funding to curriculum
Sales Educators' Academy Presentations
SEF is a proud sponsor of the Sales Educators' Academy. Each year's SEA features keynote speakers, plenary speakers, working sessions and the Ian Speakman Innovations Teaching Award.
We have collected some of the shareable presentations below. Efforts will continue to add presentations approved for sharing by the authors.
To learn more about SEA visit: https://salesedacademy.com/
-
Salesforce CRM and Trailhead Modules
Semira Amirpour shares her assignment using Trailhead modules for Intro to Sales students
-
Shareable Design Thinking
Stefanie Boyer's presentation on using design thinking to enhance technology training in the classroom
-
Teaching Students the Importance of Being Different
Leff Bonney reviews his research on being and sounding different and includes a class exercise
-
Integrated Digital Prospecting
James Fyles award winning presentation on this course designed for Advanced Sales students
-
Enhancing Student Role Play
Andrew Loring shares his structure for enhancing his students role play experience
-
Pedagogy and Cold Calling
Harvey Markovitz presentation on cold calling includes research outcomes
-
Cultural Intelligence
Semira Armipour outlines her exercises for helping Intro to Sales students explore Culture and Cultural Intelligence
-
Getting the Appointment
Thom Coats presents his 5-step process for teaching students how to get the appointment
-
Helping Students Embrace Chat GPT
Jessica Gardner shares her exercise and assignment on using Chat GPT
-
How To Boost Student Engagement
Stefanie Boyer presents ideas educators can use to boost student engagement
-
Inside Sales Jobs
Leff Bonney shares models and questions for students to explore Inside Sales jobs