This document summarizes sales trends and projections across different programs and markets. Key points include: - Intro class and "Boot Camp" programs are projected to increase by 40% and over 100% respectively. - Corporate sales programs have increased over 100% and endowments have grown to over $1 million. - The DFW market is projected to add over 12,000 new sales jobs with growth rates ranging from 8-31% across companies. - Nationally, lines between sales and marketing are blurring, social selling is on the rise, and sales technology is becoming more advanced and predictive. - The center aims to better prepare students by enhancing digital sales and social selling curriculum,

1. STATE OF SALES
Fall 2015 Alumni Breakfast
Oct 16, 2015

2. Intro Class: 40% increase projected
0
50
100
150
200
250
300
350
400
AY 12-13 AY 13-14 AY 14-15 Proj AY 15-16
Summer
Spring
Fall

3. “Boot Camp:” Over 100% Increase
0
10
20
30
40
50
60
70
80
90
Advanced
AY 12-13 AY 13-14 AY 14-15 Proj AY 15-16

4. Corporate: Over 100% Increase
0
10
20
30
40
50
60
70
Fall 2013 Spring 2014 Fall 2014 Spring 2015
Companies

5. Corporate Development Endowments
0
200,000
400,000
600,000
800,000
1,000,000
1,200,000
AY 12-13 AY 13-14 AY 14-15 AY 15-16 2020 Goal
Cumulative Endowment Funds

6. Rookie Preview
• Expect over 110 undergrad participants
• Expect 20 graduate participants
• First ever Challenger Model Competition
• Products: Salesforce.com, Sales Navigator, and
NetSuite
We welcome your engagement

7. Sales Growth in DFW Market
A
31%
B
23%
C
8%
D
15%
O
23%
Over 12,000 New Sales Jobs Coming

8. Related information
• Seeing early signs of ramp up failure
• Seeing early signs of salary/OTE inflation
• Most companies entering the market seem to be using
backward, not forward looking data on compensation
• Data is based on in bound numbers from Center requests
in the past 6 months

9. Student and Alumni take Away
• Dallas is growing as a hub location city for inside sales
• More job opportunities and higher compensation
• Companies will be poaching existing talent
• Companies will have to budget for relocation packages
or signing bonuses to be competitive

10. State of Sales: Nationally
This is not your older Sibling’s
Sales environment!
Get ready for a whole new world!

11. State of Sales: Nationally
Trend #1:
The lines between sales and digital marketing are blurring.
For best in class companies, the line is gone.
• Increase in Sales Enablement Headcount
• Increase in Sales Operations Headcount
• More marketing automation and sales digitization

12. State of Sales: Nationally
Trend #2:
Social Selling is the new buzz across the land!
• Reduction in cold call prospecting
• Increase in bad social tactics
• The change is real, but the rules are being defined
• Strategic Social Selling is not the same as Social Marketing Redux

13. State of Sales: Nationally
Trend #3:
The Game Changing Technology:
• Appointment Assisting Tools: +20%
• Mobile Tools (SalesForceIQ): + 10 to 20%
• Sales Navigator
• Predictive Models
• Video coaching

14. State of Sales: Nationally
Trend #4:
Do you know your numbers?
• Social Selling Index Score.
• Social Proximity Score
• Reputation Score

15. How are we preparing current students?
• Marketing Automation in the program as of 2 years ago
• MBA Course: Digital Sales Strategy last year!
• Sales Tools are used in the program
• Sales Events and in class
• Social Selling
• LInkedin exercise will be updated with emphasis on SSI
• Methods will be researched and implemented over the next 2 semesters

16. Increase our Center’s Contribution?
• DFW Sales compensation/growth survey (Q1,2016)
• Sales Executive Round Table in (2016)
• Initiate Sales Research related to trends (Q4, 2015)
• Hold Social Sales Summit in (Q1,2016)