Professional Sales Program Annual Report: 2024-2025

2024-2025

SOUTHEASTERN PROFESSIONAL SALES PROGRAM

ANNUAL REPORT Golf Tournament Page 11

Med Sales Page 3

Sales Competitions Page 6

LETTERS FROM THE LEADERS We are excited to celebrate another successful year of Southeastern’s Professional Sales Program.

This year, we formed an alumni Medical Sales Advisory Board that guided the process of offering an approved Medical Sales Certificate. Students across the college and university will now be able to improve their marketability and job readiness by adding this certificate to their degree program.

We are celebrating a milestone of 100+ Professional Sales Concentration students!

Through the sales curriculum combined with specialized events, we have also been able to provide a recruiting pipeline of work-ready talent for our corporate sponsors. We are fortunate to partner with amazing company sponsors who provide career opportunities but also work directly with us to develop our students.

We look forward to continuing to grow the Southeastern Professional Sales Program by offering more opportunities for our students to be successful during their time at Southeastern and beyond. I am blessed to work with the best students and professionals.

Thank you all for your support,

Dr. April Kemp

Letter from the Dean Each year, I continue to be inspired by the remarkable impact of the Southeastern Professional Sales Program. It has become a true crown jewel within the Southeastern College of Business.

This past academic year has been nothing short of extraordinary. Southeastern’s sales students continued to shine on the national stage, earning so much success.

We also celebrated major milestones within the program, including surpassing 100 sales concentration students and launching a new Medical Sales Certificate. Our faculty continue to lead nationally, with Dr. April Kemp

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This has been another banner year for our program. We once again proved our strength on the international stage— earning Top 10 status at the International Collegiate Sales Competition for the third consecutive year, and making school history with a Top 25 national ranking at the National Collegiate Sales Competition for the fourth straight year.

But our students didn’t just compete—they excelled. We witnessed a historic sweep of the Pro-Am competitions at both the PSE Regional and National Conventions, led by Hezekiah Chatelain, who became the first competitor in PSE history to win every category of the yearlong Pro-Am competition.

These accomplishments wouldn’t be possible without the unwavering commitment of an extraordinary team. I’m especially thankful for my partner in the program Dr. April Kemp, our supportive dean Dr. Tara’ Lopez, our rockstar graduate assistant Katelynn Brady, and our dedicated student interns Savy Naw, Ally Diaville, and Philip Garcia.

Of course, none of this happens without the generous support of our corporate sponsors, mentors, alumni, and friends of the program. Your belief in our mission helps transform student potential into professional success.

Coaching and teaching these incredible Southeastern sales students has been the highlight of my career. They’ve inspired and motivated me every step of the way—and watching them become champions has truly been the thrill of a lifetime.

Lion Up!

Dr. Tim Butler

earning a 40 Under 40 Award and a promotion to Interim Department Head, and Dr. Tim Butler receiving the AMA National Sales Teacher of the Year Award and stepping into the role of AMA Collegiate President.

These achievements align perfectly with our college’s mission: engaging and growing a community of learners through quality experiences while positively impacting the region we serve.

Thank you for your ongoing support, Dr. Tara’ Lopez

NEW FOR 2024-2025

Kemp named as Interim Department Head & Added to 40 Under 40 List This year, Dr. Kemp has made remarkable strides in both her professional development and contributions to the business community. She was promoted to Interim Department Head of Marketing & Supply Chain Management, a role that has allowed her to further drive innovation, efficiency, and growth within the organization.

In addition to this achievement, April was honored with the 40 Under 40 Award from Edge of the Lake, which recognizes

business and professional leaders who have demonstrated exceptional success or immense potential early in their careers.

This prestigious award is a testament to her outstanding leadership and commitment to excellence, and reflects the significant impact she is having on the Northshore community. As she continues to guide and inspire those around her, the future of the region remains bright under her vision and leadership.

Medical Sales Certificate, Advisory Board Created this academic year The launch of a Medical Sales Certificate and an Advisory Board of Southeastern alumni and established professionals in medical sales has been well received!

The board, chaired by Travis McCoy, who has 20 years of experience at Boston Scientific, plays a key role in shaping the curriculum and overseeing internship opportunities. This certificate program takes a crossdisciplinary approach, combining resources and expertise from both the College of Business and the College of Nursing & Health Sciences.

Butler Wins National Teaching Award & is President of AMA Collegiate Council Dr. Butler was honored with the prestigious AMA Sales SIG Teacher of the Year Award, recognizing his exceptional contributions to teaching and his commitment to shaping the next generation of sales professionals.

In addition to this accolade, Dr. Butler served as the President of the American Marketing Association Collegiate Council, where he demonstrated outstanding leadership and dedication to advancing the organization’s mission. His achievements reflect his passion for education and his influential role in the broader marketing community.

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CORPORATE SPONSORS GOLD LEVEL

SILVER LEVEL

Volunteer Judges, Buyers, and Mentors: Essential to the Success of Southeastern Professional Sales We have a great network of corporate sponsors and sales professionals that serve as buyers and judges for our internal and regional competitions as well as mentors for our sales students.

DONOR LEVEL

Their involvement not only enriches the educational experience but also provides invaluable realworld insights, helping students refine their skills and gain a deeper understanding of the industry.

Thank you to all of our alumni and professional supporters of the sales program who volunteer their time each semester to be judges, buyers, and mentors for our sales students!

Alexis and Todd Ducorbier Good Neighbor Scholarship Lane and Tasha Daniel GoGetter Scholarship Dickie Whitson Sales Leadership Scholarship Dr. Joe Miller Scholarship

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BY THE NUMBERS

Finishes for Hezekiah Chatelain in the Baton Rouge regional video call and sales competition, national video call and sales competition, achieving all possible points & being named

PSE SALESPERSON OF THE YEAR

7 YEARS OF THE PROGRAM

STUDENTS ENROLLED IN THE SALES CONCENTRATION As of Spring 2025

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SALES COMPETITIONS This year has seen continued success from our nationally ranked Southeastern Professional Sales Team. Highlights include our third straight Top 10 finish in the International Collegiate Sales Competition, our 4th straight Top 25 finish in the National Collegiate Sales Competition, a clean sweep of the PSE Pro-Am National & Regional Competitions, 6 top 4 placements in regional and national AMA competitions, and much more.

Southeastern Sales Challenge, September 20, 2024

Lagniappe Sales Challenge, October 4, 2024 Southeastern students secured top finishes, with 3 out of 4 of our competitors reaching the final round and Savy Naw placing 3rd overall and Southeastern earning runner-up for best university performance.

Winner: Connor Wilkinson, 1st Runner-Up: Savy Naw, 2nd Runner-Up: Ali Leto Roberts, 3rd Runner-Up: Hezekiah Chatelain

International Collegiate Sales Challenge, October 30 - November 3, 2024

A team led by Dr. Tim Butler, Dr. April Kemp, and graduate assistant Katelynn Brady competed in the International Collegiate Sales Competition in Orlando, achieving Top 10 status for the third year in a row at the World Cup of Sales out of 80 other universities.

Highlights include Connor Wilkinson and Ali Leto Roberts advancing to the semifinals in the role-play competition, while Maci Scivicque placed 7th out of over 200 competitors in the Speed Sell Competition. Addison Hill learned so much for the future! Alyson Bordelon and Savy Naw placed third in their room in the sales management case competition.

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Pi Sigma Epsilon Regionals, November 21 to November 23rd, 2024 A team led by Dr. Tim Butler, including PSE President Charles Lopez, Hezekiah Chatelain, Kade Miller, Emma Marengo, Bailey Guercio, Zander Diaz, Jillian Martin, Faith Dickerson & Philip Garcia competed in the PSE Regional Pro-Am Sales Competition. Three students, Jillian, Zander, and Hezekiah were selected to compete in the final round, Zander finishing #2 and Hezekiah finishing #1 overall. Hezekiah also won the best prospecting video, performing a clean sweep of both pro-am competitions.

SALES COMPETITIONS

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3

students placed in the top 15 of competitions

straight Top 10 performances at ICSC

straight Top 25 performances at NCSC

straight Sweet 16 competitors at NCSC

Southeastern Sales Challenge, February 7th, 2025

Bayou Sales Challenge, February 13-14, 2025

Winner: Maci Scivicque, 1st Runner-Up: Ali Leto Roberts, 2nd Runner-Up: Lucy Allen, 3rd Runner-Up: Alyson Bordelon

Maci Scivicque & Lucy Allen advanced straight to the Semi-Finals.

Alyson Bordelon and Christian Johnson advanced to the Pressure Round. Chris Boone, Gentry Seal, Ali Leto Roberts were great representatives of Southeastern at Bayou.

National Collegiate Sales Challenge, March 7-10, 2025

Pi Sigma Epsilon National Convention, March 18-23, 2025

At NCSC Chris Boone and Christian Johnson competed in the Speed Sell and kicked off a great competition.

For the first time in school history, Maci Scivicque and Ali Leto Roberts advanced straight through to the Quarter-Finals, and finished Top 50 among the 130 best sales students from 65 top universities. As a university, Southeastern finished #21 overall, which marks the 4th straight year Southeastern was recognized as a Top 25 university sales team (#21, #12, #15, & #14).

The Pro-Am Sell-A-Thon Competition had 164 students competing from across the country.

Hezekiah Chatelain, Alyson Bordelon, Emma Marengo, and Philip Garcia made it to the Semi-Finals and Hezekiah Chatelain won the Best Video Call, Pro-Am National Competition, and Yearlong Pro-Am Competition. The chapter also received the Most Improved Chapter with members Sophia Ruffino, Lucy Allen and Zander

Diaz also in attendance to accept the award. The team was coached by Dr. April Kemp, Dr. Tim Butler, and Graduate Assistant Katelynn Brady.

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ORGANIZATIONS | PSE

Pi Sigma Epsilon, Eta Tau Chapter It has been another action-packed year coming off the Eta Tau Southeastern chapter being named the Top New Chapter by Pi Sigma Epsilon at the Spring 2024 National Convention. This year, under the leadership of PSE President Charles Lopez, we have 35 active members, and have had great events on-campus as well as traveled to a PSE regional conference and the PSE national convention.

In the Fall semester, Eta Tau worked with AMA to donate 30+ toys for the Toys of Hope drive to help Hispanic families in the community. Also in the Fall, a group of students led by Dr. Tim Butler, including Charles Lopez, Hezekiah Chatelain, Jillian Martin, Emma Marengo, Bailey Guercio, Zander Diaz, and Philip Garcia attended the PSE Regional Conference Baton Rouge, Louisiana. At this event, these students competed in the PSE Sales Pro-Am Sell-A-Thon. Southeastern was the only university with three finalists, Diaz, Martin, and Chatelain. Diaz placed second and Chatelain placed first among all competitors. Chatelain also won the best video call.

This Spring, the Eta Tau chapter has hosted several member meetings, a new member initiation, and guest speaker meetings. Further, Dr. April Kemp took a group of students including Sophia Ruffino, Philip Garcia, Emma Marengo, Alyson Bordelon, Zander Diaz, Lucy Allen, and Hezekiah Chatelain to the PSE National Convention in Covington, Kentucky. In the Pro-Am Sell-A-Thon, four Southeastern students, Marengo, Bordelon, Garcia, and Chatelain made it to the semifinal round, and Chatelain made the final round. Chatelain finished as the winner of the PSE National Pro-Am Competition as well as the top video call nationally.

He was also named the winner of the PSE Pro-Am and won a $1500 scholarship plus a brand new suit from Tom James. He is the first competitor in PSE history to achieve all possible points in this competition, finishing #1 in all four categories.

Eta Tau was also named Most Improved Chapter and is poised for continued success and student engagement moving forward.

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AMA | ORGANIZATIONS

American Marketing Association, Southeastern Louisiana University Chapter The Southeastern Chapter of the American Marketing Association is finishing its third year of existence and is advised by Dr. Juliana White, Ms. Cally Berner, and Dr. Tim Butler.

Two years ago, two students attended the International Collegiate Conference. This past year, under the leadership of President Hayley Perez, Executive VP Hezekiah Chatelain, and a fantastic team of officers, the chapter saw remarkable growth, and had record attendance at their meetings and other events.

They brought a robust group of 12 (9 students and 3 faculty) to the International Collegiate Conference in April 2025, where they networked with peers and professionals, and took advantage of various professional development opportunities (competitions, workshops, keynote speakers, etc.)

Jada Moore, Co-VP of Professional Development, Trey Johnson, VP of Chapter Planning, Taylor Parker, Co-VP Professional Development, Savannah Krista VP of Social Media & Communications, Ariel Skinner, Co-VP of Fundraising, Brady Warren, Co-VP of Community Impact, Raven Pines, Co-VP of Fundraising, Jillian Martin, Co-VP of Community Impact, Kade Miller, VP of Operations

At this event, our chapter received Outstanding Recognition for our Chapter Planning efforts. Executive VP Hezekiah Chatelain finished #3 out of 120 students and VP of Membership Christian Johnson finished #4 overall in the Insight Global Sales Role Play competition. *The American Marketing Association has over 10,000 undergraduate student members and 330 active collegiate chapters at college campuses across North America.

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FACULTY HIGHLIGHTS

Sales Faculty Deliver Insights Through Sales Research Kemp, A., Fergurson, R., Fleming, D., & Butler, T. (2025). Building a Competitive Edge: Empowering Marketing Graduates with CRM Technology Training.

Marketing Education Review.

Kemp, A., Butler, T., Wyld, D., Brauer, D., & Lopez T. (2025). Understanding the Gen Z Job Hopping Phenomenon: An Exploration of the Next Generation of Sales Professionals. Journal of Selling.

In today’s competitive job market, marketing and sales graduates must be equipped with advanced technology skills to thrive, particularly in utilizing Customer Relationship Management (CRM) systems.

This research examines the critical need for CRM skills within marketing and sales education and explores how integrating CRM training into curricula can better prepare students for the workforce.

This research aligns with our program focusing on including more CRM applications in our courses, including the Sales Leadership course, where students are getting hands-on experience using Salesforce for all activities of the golf tournament fundraiser project.

The struggle to recruit and retain Gen Z salespeople is a major issue many sales organizations face.

This research investigates the Gen Z job-hopping phenomenon through in-depth interviews with 25 Gen Z salespeople. Four factors emerge from the qualitative data (transparent and competitive compensation, collaborative feedback, clear career development, and a supportive work environment). These motivational factors are proposed to drive job satisfaction and, ultimately, organizational commitment.

Classes in the Sales Concentration Introduction to Professional Sales • Sales Process • Identifying Customer Needs • SPIN Sales Technique • Introduction to Role-playing • Handling Objections

Advanced Professional Sales • Role Playing Competitions - local, regional, national • Exposure to Different Sales Models • Sales Professionals as Speakers • Professional Mentor Program

Sales Leadership • Management of Teams • Real Sales Goals, Quotas, Deadlines • Golf Tournament • Customer Relationship Management

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GOLF TOURNAMENT

$60K raised in revenue

Record Earning Year for the Fifth Annual Southeastern Professional Sales Golf Tournament

$30K made in profit

The fifth annual Sales Program Golf Tournament, our live selling project that our MRKT 4250 Sales Leadership students participate in, was a huge success!

The Sales Leadership class allows students to use real-life sales tactics through a competitive real-world sales environment to learn how to deliver value, build relationships, execute a large-scale event, and close real sponsorship sales.

Each student has an individual quota tied to their grade and employs a cadence-based sales process to learn how B2B sales relationships work. More experienced sales students serve as team leads and are responsible for team quota attainment. This year the class brought

148

professionals played & networked

in $60K in revenue and made $30K in profit. 148 Professionals played in the tournament and attended the networking dinner with students.

Top Performers in the Class TOP TEAM: Savy Naw, Jett Booker, TOP SELLER: Savy Naw, 1100% Quota attainment ($11,137 revenue) William Mitchell, Sydney Nester and Nicolas Rollo 250% Quota attainment RUNNER-UP: Maci Sciviqcue, ($17,737 revenue) 800% Quota attainment ($8,309 revenue)

5 years of the

Southeastern Golf Tournament

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ALUMNI NOTES

Victoria Hickey Boudreaux, Cintas "I just have to brag about how incredible the sales program is! I recently went on my first business trip to New Orleans, where we completed three days of training with extensive role-playing exercises. I was the youngest participant by several years and the only one who had just graduated from college with no prior experience. Thanks to my training, I earned the MVP award for the trip!

You all are doing amazing things at Southeastern, and I’m so grateful for the preparation and support that set me up for success!"

The Southeastern Professional Sales Program has been an associate member of the University Sales Center Alliance since 2022!

The USCA is a consortium of 72 universities from the U.S. and Europe sales educators who are dedicated to advancing the sales profession through teaching, research, and outreach.

Membership to the USCA is only extended to those sales programs that meet a set of high-quality standards.

The Southeastern Professional Sales Program has been named a Top Sales University by the Sales Education Foundation for a eighth year for 2025!

The Sales Education Foundation is a non-profit that seeks to elevate the sales profession by planting the seed of providing sales education through colleges and universities both in the US and worldwide.

DONATE

For more information and how to get involved in the program contact April Kemp at april.kemp@southeastern.edu or (985) 549-2277

tinyurl.com/SoutheasternProSalesDonation

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