WMU sales students thrive in the desert, winning the Desert Cup

KALAMAZOO, Mich.—Students from the Haworth College of Business triumphed in the desert, winning the Arizona Collegiate Sales Competition and bringing the Desert Cup back to Western Michigan University for the third time.

WMU Haworth’s team racked up the most points to win first place out of 14 universities competing. The team was made up of senior Jordan Kana’an of Lawton, Michigan, senior Hope McHugh of Cary, Illinois, junior Joey Pisano of Bloomfield Hills, Michigan, and senior Ella Smith of Battle Creek, Michigan. Pisano and Smith competed in the marketing presentation category, and McHugh and Kana’an competed in the sales role-play category, with all team members contributing to the win by earning points in events throughout the competition.

Pisano was excited to earn a spot on the team. “I love to compete, and I thought it would be a wonderful learning experience. Sales competitions provide an excellent opportunity for growth and development. Through the hours of preparation and competition, I was constantly learning and evolving my skills.”

Teresa Greenlees, faculty specialist II of marketing, coached Pisano and Smith in preparation for the marketing presentation. “Case competitions are a great way for students to engage with real-world business challenges and develop solutions using the principles and frameworks they're learning in their coursework here at WMU Haworth,” she says. “Joey and Ella had the opportunity to practice their presentation skills in a high-pressure setting, which is invaluable experience for their future careers."

For Smith, being on the team fulfilled a goal she set entering her senior year. “I made a promise to myself to seize every opportunity I could here at Western. I was excited about this competition, as it was a way for me to challenge myself and grow both personally and professionally.”

Teamwork was an essential component of their success, and the students were proud of how they worked together and supported each other. Kana’an says, “This opportunity furthered my experience of what it means to be a team member. The way we worked together and learned from each other was so inspiring. So much talent was on this team and Professors Nielsen and Greenlees brought in subject matter experts that helped us prepare.”

Mary Nielsen, faculty specialist II of marketing, has coached all three winning teams over the years at Western, with the same goal. “I always want the students to have a fun bonding experience that they will remember. We definitely achieved that!” 

McHugh, a sales and business marketing major, says, “This experience helped me be more confident when selling. It pushed me to refine my ability to pitch ideas, handle objections and close deals, which are all skills I’ll need in the future. Getting out of my comfort zone and pushing myself through this competition truly set me up for success in my career.”

Greenlees and Nielsen spent hours practicing with the team, advising them and connecting them with subject matter experts. “I’m beyond grateful for these professors. Their support was crucial to our success,” says Kana’an. “From day one, I knew they believed in us and our ability to win the trophy. I cannot thank them enough.”

Smith sums up the impact of their teamwork. “Every single member of this team was so supportive and motivated to succeed. We would not have won the Desert Cup without the incredible effort from each of us.”

Learn more about sales and business marketing at WMU.

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