SLU 22-23 Annual Report

LETTERS FROM THE LEADERS

Letters from the Sales Coordinators

Just over 5 years ago, Dr. Lopez and I had the vision to create a program where students would be exposed to a professional sales curriculum that included engagement with and feedback from sales professionals. We were fortunate that Northwestern Mutual saw the potential of our vision, and decided to fund the sales training classroom. Further, Smitty’s Supply Company generously provided funding for our executive conference room.

The Southeastern Professional Sales Program trains 200+ students per year in professional selling classes. Through the sales curriculum combined with specialized events, we are able to provide a recruiting pipeline of work-ready talent for our corporate sponsors. We are fortunate to partner with 13 company sponsors who provide not just amazing career opportunities but also work directly with us to professionally develop our students.

The program is poised to continue to grow its quality and impact. Our sales alumni have already begun to give back by mentoring our students and attending events. The friendships and connections made through this program will last a lifetime. Many people say to find a job you love; well, I truly love what I do and could not imagine being anywhere else with anyone else.

Thank you all for your support,

Letters from the Sales Coordinators

In my role in the Southeastern Professional Sales Program, I’ve been fortunate enough to work with our sales students to prepare them for sales competitions, execute sales program activities, and teach sales classes. As someone who recently joined the program, the simplest way to describe why I decided to come here was the people.

First, the sales program students and alumni I have met are energetic, welcoming, and highly motivated. Second, the amazing efforts of Dr. Kemp and Dean Lopez are evident in not just the students but also the excellence of the sales curriculum and the strength of the corporate relationships. The momentum achieved in a relatively short period of time is outstanding. Just this school year alone, the overall winners of the role play competitions at the Lagniappe and Bayou Sales Challenges, as well as the International Collegiate Sales Competition, have all hailed from Southeastern Louisiana University. LION UP!!!

All this speaks to now being an extremely exciting time in our history. Although much has been accomplished, we. are. just. getting. STARTED!!!! Here’s to many more years of success and impact!

Thank you all for your support,

Dr. April Kemp

Letter from the Dean

One of the greatest highlights of my career has been building the Southeastern Professional Sales Program, alongside Dr. Kemp, Dr. Butler, our students, corporate sponsors, and the community. It’s truly been a labor of love, as I’ve been able to see the impact of our efforts. This program truly changes lives.

Now as Dean of the College of Business, I can see even more clearly how the Sales Program aligns perfectly with our college’s mission: Engaging and growing a

Dr. Tim Butler

community of learners through quality experiences while positively impacting the region we serve. This annual report celebrates the past five years of growth, and I look forward to seeing the continued success of the program for many years to come.

Thank you all for your support,

Dr. Tará Lopez

CORPORATE PARTNERS

Students in Southeastern’s Professional Sales Program have benefited from a state-of-the-art training room thanks to a $100,000 donation from Northwestern Mutual. Managing Partner of Louisiana and Mississippi Steven Dugal and Managing Director of the Mandeville and Gulfport District Offices Paul Hodge were instrumental in opening this space by being donors with matching gifts from Northwestern Mutual’s corporate office.

Celebrating at the ribbon cutting ceremony are, from left, Southeastern President John L. Crain, Jordyn Eaton, Katy Dugal, Ryan Rhoto, Jason Navarre, Steven Dugal, Paul Hodge, Dicky Lyons (all with Northwestern Mutual), Sales Program Coordinators Assistant Professor April Kemp and Dean Tará Lopez, Miss Southeastern Lily Gayle, Vice President for University Advancement Wendy Lauderdale, and Tangipahoa Parish President Robby Miller

Watching the genesis of the Southeastern Sales Program and Lab has been an absolute joy! I’ve always had peace knowing that every dollar donated to the cause would be utilized to its fullest potential.

The leadership through Tará and April, and recently adding Tim, has influenced a generation of students who are more than equipped to take on the rigors of the business world. Students that we have invited to join our organization have ended up becoming key members that drive results. Better days are ahead.

Paul Hodge, Account Manager, Northwestern Mutual

After retiring from a 43-year career in sales, the first quarter of which was trial and error, I’m so overwhelmingly inspired by the Professional Sales Program at Southeastern, its dedicated professors and committed students, that I’m compelled to contribute my support for their benefit.

Had the opportunity these students are taking advantage of today been available to me as a collegian, there’s no doubt my customers’, employers’, and personal interest would have benefited earlier and to a greater extent during my professional career.

Zakiya Miller, Sales Alum 2022, United Rentals Sales Associate, and Karlie McDonald, Sales Alum 2020, United Rentals Outside Sales

“Southeastern’s Sales Program changed my life. I grew so much through the program and found my career path early in my collegiate career. Representatives from United Rentals saw me compete when I was a sophomore and gave me an internship opportunity. I was able to secure my future career well before graduation. Now I give back by judging and mentoring students like Zakiya to assist them in finding a potential career path for success.”

“There’s no way I would be in the position I am today with Fastenal if it wasn’t for the sales program. I am so thankful for Dr. Lopez and Dr. Kemp’s guidance while in school. The sales program did so much for me.”

Dickie Whitson, Southeastern Alum, Class of 1971 Retired Sales Professional Contributes through the Dickie Whitson Sales Leadership Scholarship

Karlie McDonald, Sales Program Alum, Class of 2020 Outside Sales Representative, United Rentals

Cameron Duhon, Sales Program Alum, Class of 2020 General Manager, Fastenal

CHEERS TO FIVE YEARS

The first five years of the Southeastern Professional Sales Program have been amazing. We have seen positive growth and look forward to many more years of success!

• Students in Sales Classes: 150+

• Established Student Sales Association

• Wrote Board of Regents Grant

• Partnership & Donor Programs Launched - Summer 2018

• Students in Sales Classes: 175+

• First Partners-Only Speed Interviewing Event

• Awarded first two Sales Scholarships

• Awarded the Board of Regents Grant for $88K for Sales Lab Technology and Equipment

• Large Donors: 1

• Students in Sales Classes: 200+

• First Time to Bayou Sales Challenge

Dillon Cockerham, Abigail Benson, Kristal Terrell, John Roberts, Joshua Sapp, Justin Molina

• United Rentals becomes Gold partner

April Kemp, Jay Johnson, Eric Mahoney, Tará Lopez, Colby Freneaux

Rookie of the Year team at ICSC •

McDonald, and Paxton Page

• Sales Lab Opened - March 2020

• Large Donors: 2

Pictured left to right: Tará Lopez, sales coach; India Williams, Karlie

• Recruited to charter a National Sales Fraternity - Pi Sigma Epsilon

• Fall 2020 Internal Sales

Jenna Pecot and Brielle Ricca Challenge winners

CHEERS TO FIVE YEARS

Southeastern Louisiana University

Southeastern Louisiana University

PSE Gives $5000 to the Career Closet •

Troy Marks, Jesse Demars, April Kemp, Tim Butler, Sam Hubbard with the Wesley Foundation, Jacob Simon and Gabe Pevey

Chartered - AMA • 12 members

• Southeastern Wins ICSC Role Play Competition

Pictured here: Mark Grayic from DLL & Gabe Pevey. Zakiya Miller placed 4th. The role play competition had 160+ students from around the globe

2022

• Sales Management Class required to sell all sponsorships for the next year

Chartered Pi Sigma Epsilon •

28 charter members

• Awarded 5 Sales Scholarships, 1 in process of being endowed

• Large Donors: 2

• Sales Program Co-Founder

Tará Lopez became Dean of the College of Business

• Awarded 5 Sales Scholarships, 1 in process of being endowed

• Large Donors: 2

The Southeastern Professional Sales Golf Tournament offers a great opportunity for business sponsors and program supporters to network with sales students, who in turn gain real-world sales experience to generate funding for the sales program.

3RD Golf Tournament: $30,000 in Profit & $55,000 in Revenue

2ND Golf Tournament $25,000 in profit

1ST Golf Tournament $21,000 in profit

• Hosted Lagniappe Regional Sales Challenge

4 schools competed

Awarded 8 sales scholarships •

Dickie Whitson Sales Leadership Award

Lane & Tasha Daniel Scholarship in Sales

Alexis & Todd Ducorbier Family Scholarship

Dr. Joe Miller Endowed Scholarship in Sales

Northwestern Mutual Scholarship

United Rentals Scholarship

COMPETITIONS

This year has been full of competition success for the Southeastern Professional Sales Teams. The teams have achieved success regionally and nationally in a variety of competitive settings. Like the Masters, the green jackets are a symbol of prestige and worn by the best of the best.

International Collegiate Sales Competition

Lagniappe Regional Sales Challenge

Internationally Ranked Out of 160 competitors, 2nd out of 80 universities

Gabriel Pevey - 1st place World Champion

Zakiya Miller 4th place, RolePlay Competition

Jesse Demars Sales Management Competition

Aniya Ally -Speed Selling Pitch Competition

Southeastern Speed Sellers

Reed Godbery

Zakiya Miller

Emily Stark

Troy Marks

Aniya Ally

Jolie Waddell

Southeastern Sales Challenge (Internal Role-Play Competition)

Tim Butler, Colette Boudreaux, Champion; Mike Bazile from Northwestern Mutual and April Kemp

1st Place Team

Gabe Pevey 1st Place Role-Play Competition

Zakiya Miller 3rd; Speed Sell Winner

Pi Sigma Epsilon-Fall

Aniya Ally 1st place, Speakers Competition

Aniya All & Jesse Demars 2nd place, Sales Management Competition

4 of top 10 Finalist places - Pro-Am SellA-Thon, including finalist spots earned by Colette Boudreaux, Shelby Pouey and Parker Costanza.

Check out PSE’s results from their South Atlantic Regionals on Page 10

9 number of placements in the top 20 of competitions

Number of universities participating in the International Collegiate Sales Competition

80

2 Southeastern students placing in the Final Four at the International Collegiate Sales Competition

Amount of prize money awarded to students from the 2022-2023 competition season $10,550

Southeastern 1st Runner Up University

National Collegiate Sales Competition

2nd straight top 15 performance against 70 sales programs 2nd straight year of having a competitor reach the sweet 16 out of 140 of the nation’s best sales students

First year competing

Competitors Emily Stark, Colette Boudreaux, Emily Wilson

Bayou Sales Challenge

Parker Costanza finished in the Top Five of the National Shore Sales Challenge. He was coached by Gabe Pevey

National Shore Sales Challenge

Emily Stark advanced to the Semifinal round

Redbird National Sales Competition

Pictured Front Row: Dr. Tim Butler, Emily Wilson, Emily Stark, Caleb Peppers, Colette Boudreaux, Gabe Pevey

Pictured Front Row: Isabella Distefano, Emily Stark, Emily Wilson, Colette Boudreaux, Dr. April Kemp. Back Row: Gabe Pevey, Dr. Tim Butler, Reed Godbery, Zachary Delaunais

Emily Stark Wins Bayou Sales Challenge, Grand Champion Role-Play Competition

Pi Sigma Epsilon, Eta Tau Chapter

• In only one semester of recruiting, the Eta Tau Chapter of Pi Sigma Epsilon was able to officially charter at Southeastern Louisiana University in November of 2021 with 28 founding members.

Over the past year, the chapter was able to execute 9 professional development events, fundraise over $5K through a sales project to support chapter operations, recruit 2 corporate sponsors for $4K, and host three other fundraising events.

One of the most successful events was a Philanthropy Auction that raised $5K for the Career Closet on campus which supports helping students who may not be able to afford professional attire. This event focuses on staying true to the chapter’s mission: “To ensure that the Eta Tau Chapter of PSE provides members, no matter their path, access to opportunities to develop lifelong business skills and relationships through professional development and service.”

• During Convention this year the chapter won Top New PSE Chapter, had 4 in the Pro-Am Sell-A-Thon SemiFinals (Colette Boudreaux, Emily Stark, Emily Wiltz & Isabella Distefano), and 2 (Emily Wiltz & Isabella Distefano) in the Top 10 out of 140 competitors.

• The chapter also had several finalists: Colette Boudreaux - Interview Finalist, Jesse Demars - Top PSE Salesperson Finalist, and Dr. April Kemp - Top Faculty Advisor Finalist.

• In addition to placing well at events, the chapter was also able to assist in placing 13 members in internships and assist graduates in getting full-time jobs.

AMA begins chapter at Southeastern

During the Fall 2022 semester, the Southeastern Marketing Association was converted to an official chapter of the American Marketing Association. The newly formed chapter participated in the International Collegiate Conference, with faculty members Dr. Juliana White and Ms. Cally Berner in attendance and serving as judges for competitions. AMA officers

Alexis Lowery and Grace Castellanos attended to represent the newly formed chapter. Dr. Tim Butler, President-Elect of AMA’s Collegiate Chapter Council, executed the perfect pitch and sales competitions at the event. With the addition of a third faculty advisor in Berner, White and Butler are poised to grow the impact and engagement, of this organization in the years to come.

TOP: Named Top New Chapter at PSE Convention in Virginia Beach.

BOTTOM: Pro-Am Sell-A-Thon Top Ten Winners Isabella Distefano and Emily Wiltz

Dr. Tim Butler, Alexis Lowery, Grace Castellanos represent Southeastern at AMA National Conference in New Orleans.

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 60% of Class

• Professional Mentor Program

Sales Leadership

• Management of Teams

• Real Sales Goals, Quotas, Deadlines

• Golf Tournament

• Customer Relationship Management

My experience in the professional sales program was very rewarding which is part of the reason why I continue to be involved years after graduating. The level of engagement and preparation that I had as I stepped into my career was overwhelming. I will forever be grateful for the investment and opportunity this program has given me to become a successful sales professional.

Faculty in the Sales Concentration

Dean Tará Lopez

Dr. April Kemp

Dr. Tim Butler

Gabriel Pevey, Graduate Assistant

Faculty/Staff Highlights

Dr. April Kemp was awarded the L.E. Chandler Award! This award from the Alumni Association recognizes a faculty, staff, or alumnus who has assisted students in their efforts and accomplishment of extra curricular activities.

Dr. Tim Butler named the Edgar R. Smith III Endowed Professor of Marketing & Sales

India Williams, Sales Program Alum, Class of 2020 Account Manager Polymershapes

ADVANCED PROFESSIONAL SALES CLASS (MRKT421) BACK ROW: Jared Savoy, Caleb Peppers, Brendan Scripter, Parker Costanza, Austin Dunlap, Jacob Simon, Reed Godbery

SECOND ROW: Casey Baran, Shelby Pouey, Emily Wiltz, Emma Loyd, Kirsten Pecot, Shelby Villere, Stephanie Brown FRONT ROW: Brittany White, Aubrie Lewis, Emily Wilson, Bailey Mulkey, Isabella Distefano, Mackenzie Brooks, Leah Vallee, Emily Stark, Colette Boudreaux

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

The USCA is a consortium of 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 sixth year for 2023!

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.

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