Doctoral Candidate Couples Sales, Education to Enhance Recruiting Efforts of Coaches

Posted on 10/25/2010 6:37:40 PM

Many collegiate coaches throughout the United States are experts when it comes to sports, but when the conversation changes to recruiting, some coaches fall short in their abilities to “sell” their program and their school.

Carrie West, a doctoral candidate in Communications Media and Instructional Technology at IUP and pharmaceutical sales executive, has developed a program that introduces collegiate coaches to sales techniques that have been perfected by large sales organizations.

This program was piloted at Wheeling Jesuit University earlier this month.

“Coaches and admission counselors are often relied upon to deliver new students to campus,” West said. “However, many times, these individuals who are taxed with assisting with the ‘bottom line’ of the university have little or no sales training.”

West takes a model developed by the pharmaceutical industry and has adapted it for coaches and admission counselors.

“There really is an unmet need,” West said. “This program allows those most responsible for recruiting students an opportunity to gain and refine skills that will significantly enhance their ability to ask and answer questions, effectively manage objections as well as to develop a fluid continuum through the recruitment process.”

Wheeling Jesuit Athletic Director Dan Sancomb said he was pleased with the half-day seminar.

“Our coaches took something away from that program that will immediately impact their recruiting efforts,” Sancomb said.

West and her partners offer half-day, full-day, and multi-day training retreats.