This fall, students at the University of Delaware’s Alfred Lerner College of Business and Economics put their sales skills to the test in six sales-focused competitions. Among them, junior entrepreneurship and marketing double major McKinley Lynn stood out, placing second in the Lerner Sales Competition and ranking in the top 1% of thousands of competitors in the national RNMKRS competition. His success highlights the dedication and skill development these competitions foster in students aspiring to excel in sales and entrepreneurship.
Sales Education and Competition at Lerner College
Students in Lerner College’s sales courses, such as Introduction to Personal Selling (BUAD 470), Entrepreneurial Selling (ENTR 452) and Sales Practicum (BUAD483), gain hands-on experience in personal selling, sales management and persuasive communication. Students applied their knowledge in real-world scenarios from these courses over many competitions.
The Lerner Sales Competition, held on campus, challenges students to refine their sales techniques through direct interaction with judges and industry professionals. It helps participants develop analytical and presentation skills, expand their business vocabulary, and improve their ability to sell products, services, and ideas effectively.
On a national scale, the RNMKRS National Competition offers a digital sales experience, where participants engage in simulated sales conversations with an AI-powered customer bot. This format helps students perfect their sales approach in a risk-free environment
Other competitions included Why Me? Elevator Pitch Competition; 483 Club Sales Championship; High-Performance Negotiation; and the Sales Enablement Competition.
Sales competition winners were recognized in a December awards ceremony held in Alfred Lerner Hall. A total of $17,000 in prize money was awarded over the six competitions.
McKinley Lynn’s Success Story
Lynn’s preparation and adaptability were key to his achievements. “I refined my script, made strategic tweaks, and ensured my delivery was as natural and effective as possible,” he explained. “Preparation was key.”
He studied background materials and scoring rubrics to tailor his approach while remaining flexible. “Whether it was tweaking my approach mid-pitch based on the buyer’s reactions or making adjustments based on feedback, I made sure I could think on my feet and respond dynamically,” he said. He also made sure to make the pitch feel like more of a natural conversation, making the interaction more authentic. “I made a conscious effort to truly connect with the person on the other side of the table. Balancing professionalism with approachability was vital to creating a mutually beneficial discussion rather than a one-sided sales pitch.”
Lynn benefited from faculty mentorship and past competitors’ insights. Guidance from UD alumna and past competition winners Amanda Zicherman and Lauren Roberts helped him develop effective strategies. His four-and-a-half years of sales experience at a local gym also provided a strong foundation in understanding customer needs and handling objections. Lerner professors Megan Koll, Suresh Sundaram, and Ted Foltyn further supported him with expert advice and encouragement.
Overcoming Challenges and Learning Key Lessons
Lynn faced challenges in balancing a structured pitch with real-time adaptability. “No matter how much preparation goes in, every conversation is different,” he noted. “There were moments when the buyer didn’t respond as expected, and I had to pivot quickly.”
His biggest takeaway was a shift in perspective on sales. “Sales isn’t about being pushy or aggressive—it’s about problem-solving and relationship-building,” he reflected. “The best salespeople focus on understanding customer needs, listening actively, and providing value, rather than just selling a product.”
Looking Ahead: Applying Sales Skills to the Future
Lynn’s achievements have strengthened his confidence as he prepares for his internship with Verizon as a Solutions Architect Intern. “The ability to actively listen, identify client pain points, and tailor solutions will be incredibly valuable,” he said.
As he explores career opportunities in tech sales and client-facing roles, Lynn is certain that the experiences he gained through these competitions will serve him well. His story underscores the impact of sales education at Lerner College, inspiring future students to take advantage of these competitions to hone their skills and advance their careers.
Competition Winners
Lerner Sales Competition: 1st Place- Nicholas Markel, 2nd Place- McKinley Lynn, 3rd Place- Theresa Zeh, 4th Place- Riley Oliver
Why Me? Elevator Pitch Competition: 1st Place- Andrew Mcaleer, 2nd Place- Hope Leclaire, 3rd Place- Morgan LoCurcio, 4th Place (tie) – Gianna Marmo, 4th Place (tie) – Sophie Bradburn, 4th Place (tie) – Logan Tyler
483 Club Sales Championship: 1st Place- Madison Morris, 2nd Place- Remy Spurrier, 3rd Place- Robert Scrivo
RNMKRS: 1st Place- McKinley Lynn, 2nd Place- Andrew Bean, 3rd Place- Ryan Frankis, 4th Place- Max Martin, 5th Place- Marco Weber
High Performance Negotiation: 1st Place- Zachary Weinberg, 2nd Place- Jared Corvilla, 3rd Place- Alexander Fuski, 4th Place- Ashley Larsson, 5th Place- Caylee Garland
Sales Enablement Challenge: 1st Place- Cassidy Bach, Morgan LoCurcio, Ella McComber, Kayleigh Ward, 2nd Place- Anusha Antala, Javier Cruz-Mendoza, Andrew Mcaleer, Fallon Vande Poele