Terry College of Business - Fall 2008 - (Page 45) cHriS taylOr from his classroom are great, and he requires you to give three (from left) To approximate real-world situations, Ellis’ classroom technique includes using role-playing scenarios to sharpen his students’ sales skills. killips (shown with presentations with a group during the semester. And for the profes- University System Chancellor Erroll B. Davis Jr.) developed his leadership skills as a sional sales class we did role plays,” says Killips, who participated member of UGA’s Arch Society. in NCSC at Ellis’ urging. “He says, ‘You can learn about it all you credits Ellis’ recommendation as the key to him advancing to the want, but until you have to sit down in front of other people and championship round. “This put a lot of chips in my hand, enabling me to ask the buyer partake in it, you’ll never really know what it’s like.’” When Ellis put together Terry’s original five-man NCSC team, questions I already knew the answer to – a huge plus in a successful sales call,” Killips explains. “With most of my bases covered, none Killips wasn’t on the roster. “Kevin was really good, but he was not the person who won our of the objections caught me off guard. There’s no question that Terry competition,” says Ellis. “He was in our top seven, but the Professor Ellis’ suggestion to present the flowchart helped me win that round and advance to the finals. It was something he recomfirst two people who won had jobs.” Killips, who was next on the list, was someone Ellis was happy mended that I wouldn’t have done otherwise, and it set me apart from the other competitors.” to offer a shot at competing. Ellis is quick to point out “He’s one person that you ellis held high-level marketing positions with that simply participating in can see the intensity in him NCSC is a win-win situation. — the desire, the fire.” Volkswagen and Porsche-audi, and dodged “Talk about a target-rich The NCSC tournament gunfire as an e&J Gallo executive during the environment. Imagine being is a playoff system. In the 22 and walking in for an first round, the 103 contesChavez boycotts in Chicago. he had tours entire weekend with nothing tants are assigned to rooms. of duty with avon and M&M Mars, and durbut companies that want to The top two performers in hire you,” says Ellis. “You’re each room advance to the ing his days in the beer business he worked in a very exclusive club for quarterfinals, but Killips did a weekend. By showing up, not close the sale within the with Chicago White sox owner and promoter you’ve already won.” time limit and placed third in extraordinaire Bill Veeck. Killips was already ahead the opening round, sending of the game, having accepted him to the wild card eliminaan offer as an account executive with The Hartford prior to the tion round. “From that point on, you had to win your room in order to competition. As he wraps up his six-month training period at the advance,” explains Killips. “I did not take the easiest route to the company’s Atlanta offices, he can’t wait to become a full-fledged Hartford sales associate. championship round to say the least.” “The investment they are making in our development is encourBut it was exactly what Killips needed for his competitive juices aging. However, it didn’t take long for me to start itching to get out to kick in. “I knew we had him then,” says Ellis with a certain amount there and actually perform!” says Killips. “Thanks to my experience of relish. “He was ready to listen . . . there’s nothing like getting in Professor Ellis’ class, my previous sales internships, and my experibounced on your head to open up your ears! I knew he was going ence at NCSC, I’m confident I’m well ahead of the learning curve to go back, prepare for the wild card, and knock them out. The fact when it comes to training for consultative sales.” The helping hand Killips got from Terry was etched firmly in his that he didn’t make it through the quarterfinals the first time was a mind when he graduated in May. tremendous motivational factor for him.” “God willing . . . I make some money,” he says, “and I want to Killips rebounded from near-elimination with consecutive wins in the wild card and quarterfinals, but the semifinals offered him establish a small scholarship some day. It doesn’t have to be in my a more complex scenario with only 45 minutes to prepare. Ellis name, but just to have that opportunity when I had a rough time advised Killips to illustrate his understanding of the company’s paying for college . . . I think it will be important for me to give unique business model with a customized flow chart, and Killips back to Terry.” ■ Terry College oF Business jOSH WeiSS Fall 2008 • 45
For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.