show notes

No one likes role playing, but it is a necessary part of becoming a successful seller. The good news is there are ways to make it more fun and engaging for students. In this episode, BJ Allen and I share practical tactics to help students get more comfortable with role playing and show professors how to turn it into a meaningful learning experience.

Why Role Plays Matter

1. Even though students may resist role plays at first, they often become one of the most valuable parts of the course.
2. Based on student feedback, BJ and I have seen role plays rank highly in evaluations.
3. Introducing them early, sometimes as soon as the second day of class, helps lower anxiety and build confidence over time.
4. Role plays give students a chance to apply what they are learning right away, helping them move from theory to real conversations.

Effective Strategies for Role Plays

1. Here’s how we design and run role plays in class:
2. Teach, Demonstrate, Practice: We follow a simple approach. First, we teach the concept. Then we demonstrate what it looks like in action. Finally, we give students time to practice so they can build comfort through repetition.
3. Start Simple: We keep scenarios familiar and relatable, such as selling well-known products in a B2B setting. This helps students focus on the skill instead of getting stuck on the scenario.
4. Clear Structure: Students know exactly where the conversation starts and ends. Each role play has clear steps and a set time limit so expectations are clear.
5. Feedback That Evolves: Early in the semester, the focus is simply on practice. As students gain confidence, we introduce more specific feedback using clear criteria so they can continue improving.

Tips for Professors: Start Small and Improve Over Time

1. If you are new to using role plays in the classroom, the advice BJ and I share is simple. Just start. Your first few role plays do not need to be perfect, and it is normal for both you and your students to feel uncomfortable at the beginning. That discomfort fades as everyone gets more reps and confidence grows.
2. As you continue using role plays, you will naturally see what works and what does not. Each class gives you an opportunity to adjust your approach and improve how you structure the exercise.
3. Keep things simple and give both yourself and your students room to learn. With a clear structure, limited scope, and supportive feedback, role plays become less awkward and more valuable over time. By the end of the semester, students consistently say they appreciate the experience and the confidence it builds.

“Let the students give feedback, but give them very specific points to focus on.” — BJ Allen

“Giving them clear criteria for how they’ll be evaluated helps fine-tune the role play. I’ve seen it be very effective.” — Donald Kelly

After our last conversation on sales competitions, we decided to invite someone who is often behind the scenes of them. In this episode, Detra Montya, a sales professor at Arizona State University, joins us to share what it really takes to pull sales competitions together. She also offers coaching tips for professors on helping students work through challenges, along with useful tools to prepare for the rivalry.

How the Competition Got Started

1. We asked Detra how the Arizona Collegiate Sales Competition began, and it all started with a simple conversation over coffee between three universities.
2. What began with about 25 students has grown into a competition with 15 schools and more than a decade of impact.

Why Sales Competitions Matter

1. We talked about why sales competitions are so valuable for students. They give students real world experience, exposure to recruiters and different markets, and the confidence that comes from practicing their skills under pressure.
2. Detra and BJ Allen shared how these competitions often lead to internships, full time roles, and lasting relationships.

What It Takes to Run a Competition

1. Detra pulled back the curtain on what goes into organizing a sales competition. From securing sponsors and managing logistics to handling last minute challenges, she emphasized the importance of teamwork and adaptability.

Coaching Students to Perform

1. For professors and coaches, Detra shared practical strategies that work.
2. She talked about being intentional with student selection, running timed practice sessions, using tools like Second Nature AI, and focusing on closing skills, cultural awareness, and time management.

Adjusting to Each Environment

1. Detra reminded us that success depends on more than knowing the sales process.
2. Understanding the industry, judging style, and competition culture is key, and preparation should always reflect that.

“When you do a role play in Spanish, you have to think about the culture. Building relationships and connections matter, especially when judges or buyers are Spanish speaking.” - Detra Montoya

Resources

Connect with Detra Montoya on LinkedIn or via her email: detra.montoya@asu.edu to learn more and exchange best practices.

Put these ideas into practice by using tools like Second Nature AI and Matrix to prepare for your next sales competition.