Knowledge Center

2022 Sales Myths Debunked Series

2022 SEF Annual expanded series includes myths from Barry Trailer, Jason Jordan, Lori Richardson, Jane Sojka and Leff Bonney

Sales Myths Debunked Series

Mike Kunkle and Lori Richardson debunk myths about success, interviewing, hiring women in Sales and competitiveness.

Sales Myths Debunked Series

Jason Jordan's myths include sales pipeline forecasting, coaching which performers and promoting the best salespeople

Sales Myths Debunked Series

Jason Jordan debunks myths on the 80/20 rule, ratings, pricing and pairing salespeople

2023 Key Statistics on Sales Education

Professional Sales Education stats, numbers & salary information

2023 SEF Annual Survey Interesting Findings

2023 SEF Annual Survey reveals data on technology usage, competition participation and student activities in Professional Sales education.

The Value of the High School Sales Competition

SEF's Second SEF Sales Educators' Forum featured Drs. Michele Welliver and Matthew Rousu from Susquehanna University.

2022 SEF Technology Survey Findings

From the 2022 SEF Annual Survey - highlights of technology offerings 

MEDDICC Methodology Presentation

What's MEDDICC? From the First SEF Sales Educators' Forum presented by educators Stefanie Boyer and Mike Rodriquez

Building A University Sales Program

SEf outlines suggested structure, curriculum possibilities and research opportunities

Successfully Activating Corporate Partnerships

Dixon and Payne share info on creating partnerships with university Sales centers

The Chally Assessment-Background

The Chally Assessment is a unique tool provided to university sales students

Establishing, Growing and Running a Sales Program

From FSU Sales Institute

Chally Research on Customer Success Manager Role

Chally conducted a study on how firms are designing and implementing customer success manager roles. Read the Research Report.

The Future Professional Sales Force - will look different

Ellen Pullins, Ph.D. and Deirdre Jones, MBA, from University of Toledo explore how the faces of Sales will be more varied than ever before.

Sales Program Partnerships

Dr. Adam Rapp from Ohio University's Schey Sales Centre provides observations on how and why corporate partnerships work

Relationship Selling

Barry Trailer shares insights from research into Relationship Selling

Strengths, Styles & Skills - A Triple Fit Approach

How to Align Your Sales Talent With Your Market

Sales Enablement

Joel Le Bon, Ph.D., from Johns Hopkins University, outlines the role of Sales Enablement and its increasing importance

Anatomy of the Modern Sales Manager

A Blueprint for identifying, hiring, and developing

Implications for B2B Selling - In the Age of AI

Will artificial intelligence really displace the human sales force? Read this insightful article.

Making the Most of Millennial Talent

Best Practices for Developing Future Leaders

Thinking Globally-Insights from Sales Managers

Willy Bolander, Ph.D., Maria Rouziou, Ph.D. & Karen Peesker, Ph.D. review insights from Sales managers around the world in this interesting article which includes links to videos.

What is Customer Success Management & the CSM Role?

Bryan Hochstein, Ph.D., from The University of Alabama examines the CSM role, its importance within the industry and how to teach students about this role

A Sales Education Journey Around the Globe

Pia Hautamaki, Ph.D. and Ellen Pullins, Ph.D. explore examples on the state of Sales education from every continent.

A History of Selling in America by Jon M. Hawes

Retired SEF Board member Jon M. Hawes, Ph.D. writes "A History of Selling in America."  An interesting history lesson on the Sales profession from the early 1800's through to John Patterson and NCR.

What is Academic Sales Research - and why should I care?

Ellen Pullins, Ph.D., SEF Board member and professor at University of Toledo provides insights into why academic Sales research is important. She writes "Academic sales research seeks to understand the field of sales . . . yet few sales managers are familiar with this body of work."

2023 Listing - University and College Sales Majors & Minors

See the updated list of 34 universities and colleges offering a Professional Sales major & 103 offering a minor.

Women in Sales Industry Pipeline Problem

Explore Chally Infographic on the Pipeline Problem

Equality, Parity , Level Playing Field

Interesting research insights on stereotypes from SEF Board member Barry Trailer. Learn 3 key findings from his research.

Why You Should Add Humor

Stefanie Boyer, Ph.D. writes about a subject she is very familiar with - why companies and universities are turning to humor for high performance.

Diversifying the Sales Force

Dr. Jane Sojka, SEF Board member, shares her insights on Filling the Gender Gap in Sales and her ground breaking Women in Sales curriculum.

FSU Research w/Bonney & Jordan

SEF Board members Jason Jordan and Leff Bonney discuss new research from Florida State University. Enjoy this Q&A and discover the "Agility" importance.

Sales and Academia

Direct from Howard Stevens and Geoffrey James, this whitepaper explores how the gulf between Sales and Academia is narrowing.

SEF Foundation Overview

Learn about SEF - Our mission, goals, board members and initiatives are presented all in one document.

Preparing Students for University Sales Competitions with Cindy Rippe and Beth Driscoll

Season 2: Episode 6: Dr. Cindy Rippe and Beth Driscoll, MBA, join host Marty Holmes to discuss how Sales educators can help their students prepare for university sales competitions. Both professors have experienced success in various competitions. We discuss what skills are needed for success, the importance of a positive experience and how to help students deal with last minute nerves.

Featured on SEF YouTube Channel

Master Level Sales Leadership with Bryan Hochstein, Ph.D.

Season 2: Episode 5: Bryan Hochstein, Ph.D., Assistant Professor of Marketing at University of Alabama joins Marty Holmes to discuss the need for Sales Leadership programs and development opportunities for students at university. Bryan discusses what he believes is a clear path for students and the benefits to companies.

Featured on SEF YouTube Channel

Talking Sales Research with Deva Rangarajan

Season 2: Episode 4: Deva Rangarajan, Professor of Marketing at IESEG School of Management in Paris joins Marty Holmes to share his journey from Engineering to Sales and discuss the topic of Sales research. Deva gives the audience his views on the research in B2B sales and ideas on future topics in Sales research. He also talks about how he got into sales research.
Featured on SEF YouTube Channel

A Sales Conversation with Lee Salz

Season 2: Episode 3: Lee Salz, author of Sale Different! and Sales Differentiation joins Marty Holmes to share his expertise. This discussion focuses on creating meaningful value, words to stay away from and the one skill top salespeople master. You'll learn some tips from Lee the 2022 Institute for Sales Excellence Speaker of the Year and hear how Lee offers his expertise to universities teaching Professional Sales. Featured on SEF YouTube Channel

Jane Sojka: Teaching Students to Not Fear Failure

Season 2: Episode 2: University of Cincinnati professor Jane Sojka joins Marty Holmes to discuss "teachable skills" and her innovative Women in Sales class at UC. In this class she teaches students how to develop strategies for overcoming their fear of failure. Jane shares tips on how other educators can incorporate her strategies into their classes Featured on SEF YouTube Channel

Talking Scholarships & Sales Education

Season 2: Episode 1: Host Marty Holmes is joined by Lori Richardson and two 2021 SEF Barbara Giamanco Memorial Scholarship recipients Shelby Lewis and Riley Melvin. Lori shares info on the annual scholarship while Shelby and Riley share what receiving a scholarship meant to them and how their university Sales education has been a positive influence on their future. Featured on SEF YouTube Channel

Barry Trailer: A Passion for Sales

Season 1: Episode 7: Barry Trailer joins host Marty Holmes to discuss "A Passion for Sales." Barry shares many of his stories. He and Marty discuss the negative voices surrounding Sales. Barry shares some ideas on how you can find "A Passion for Sales." Featured on SEF YouTube Channel

Lori Richardson: "We Need More Women in Sales"

Season 1: Episode 6: Lori Richardson joins host Marty Holmes to discuss the urgent need for "More Women in Sales." Lori shares insights into what needs to be done to encourage more women to explore Sales and consider a leadership role. Featured on SEF YouTube Channel

Rob Peterson: "Using Improv to Improve"

Season 1: Episode 5: Rob Peterson joins host Marty Holmes to discuss how he discovered Improv and learned how using this technique with his Sales students dramatically improves their ability to listen and adapt. Featured on SEF YouTube Channel

Bryan Flanagan: "Achieving Success in Sales"

Season 1: Episode 4: Bryan Flanagan and host Marty Holmes discuss the necessary skills to Achieving Success in Sales. Bryan offers advice to both new and seasoned Sales professionals and shares some of his stories. Featured on SEF YouTube Channel

Dr. Stefanie Boyer: "How to Find Your Voice"

Season 1: Episode 3: Dr. Stefanie Boyer and host Marty Holmes explore how university Sales competitions excite students to find their own voice. Learn more about the events and "RNMKRS," a unique virtual competition. Featured on SEF YouTube Channel

Rob Stenberg: "The Secret Sauce of Storytelling"

Season 1: Episode 2: Rob Stenberg shares his stories and reveals the "secret sauce" to host Marty Holmes. Watch the video to learn the 4 steps to crafting your own story. Featured on SEF YouTube Channel

Mike Bosworth: "The Power of Stories"

Season 1: Episode 1: Marty Holmes & Mike Bosworth discuss how story telling can create an emotional connection, help Salepeople gain trust and influence without authority. Featured on SEF YouTube Channel

Using Chally - Dimitri Kapelianis, University of New Mexico

Using Chally Professor's Webinar presentation from Dimitri Kapelianis, PhD

Using Chally - Scott Friend, Miami University

SEF's Using Chally Professor's Webinar Presentation from Scott Friend, PhD

Explore Different Sales Jobs

Explore seven descriptions of current Sales jobs

What are Soft Skills?

Soft skills relate to how you work - but what are they?

Why you should consider taking the Chally

SEF offers a unique opportunity to Sales students. You can take the Chally Predictive Talent Assessment at no cost. Ask your professor for more details.

3 Reasons You Should Think About A Career in Professional Sales

3 Reasons - Earning Potential, Job Opportunities and Learn Life Skills

Why I Went Into Sales

SEF friend Greg Smith talks about why he went into sales and why Millennials and Generation Z are going to be so successful.

10 Reasons - Sales is Awesome!

Professional Sales is a Great Career - See 10 Reasons Why!

The Science of Sales

"Selling is the role of managing the interface between your company, other companies and the customer." - Neil Rackham Featuring multiple well-known sales professionals this 30 minute video is a must see! Watch the Video

The New Selling of America

"Planet Earth is open for business!" Watch our Emmy-Award winning PBS documentary published with ThinkTV - a must see for sales students! Watch the Video

The Future of Sales with Neil Rackham

Enjoy this discussion between SEF Co-Founder Howard Stevens and Sales Author and visionary Neil Rackham.

SEF Annual History Timeline

Since 2007 SEF has published our SEF Annual. Timeline features pivotal years!

2022 SEF Annual

Our 16^th edition focuses on Professional Sales Around the Globe.

2021 SEF Annual

Our 15th Anniversary Edition focuses on Professional Sales in the Past, Present and Future.

2020 SEF Annual

SEF's 14th edition focuses on technologies

2019 SEF Annual

SEF's 13th edition focuses on research

History of SEF ANNUAL

Read the overview of each year's SEF Annual including a growth chart of "Top Sales Programs"

Salesforce CRM & Trailhead Modules

From SEA 2019 Semira Amirpour from UT-Dallas shares her assignment guidelines

Integrated Digital Prospecting - 2019 SEA Award

From 2019 - James Fyles Teaching Award winning presentation

Shareable Design Thinking

From 2019 Stefanie Boyer-Shareable Design Thinking on Technology in the Classroom

Teaching Students the Importance of Being Different

From 2019 Leff Bonney - Teaching Sales Students the Importance of Being Different

Launching a New Sales Program - B. Tod Cox

From 2018 Exploring lessons learned in developing a new sales program ...

Sales Innovations in a Digitally Disrupted World - Howard Dover

How do we build a 21st century sales program ...

Enhancing Student Role Play - Andrew Loring

Implementing and executing role-plays can be a challenging undertaking for instructors ...

Pedagogy and Cold Calling - Harvey Markovitz

Teaching students how to make "Gold Calls: ...