Andris Zoltners

Andris A. Zoltners holds the Nemmers Professorship in Marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty for more than 30 years. Prior to this, he was a member of the Business School Faculty at the University of Massachusetts, and received his Ph.D. from Carnegie-Mellon University.

Professor Zoltners has written more than 40 academic articles, edited two books on Marketing Models and has co-authored a series of books on sales force management: Building A Winning Sales Force: Powerful Strategies for Driving High Performance (AMACOM, 2008), The Complete Guide to Sales Force Incentive Compensation – How to Design and Implement Plans That Work (AMACOM 2006), Sales Force Design for Strategic Advantage (PALGRAVE 2004), and The Complete Guide to Accelerating Sales Force Performance (AMACOM 2001). He is the co-author of the 2004 winning entry in the annual INFORMS Practice Prize Competition. The paper, “Sales Territory Design: Thirty Years of Modeling and Implementation,” appeared in the Summer 2005 issue of Marketing Science. Professor Zoltners has spoken at numerous conferences and has taught sales force topics to several thousand Executive, MBA and Ph.D. students. His latest article entitled “Sales Force Effectiveness: A Framework for Researchers and Practitioners” appeared in the Journal of Personal Selling & Sales Management special issue on Enhancing Sales Force Productivity (Spring 2008, Volume 28, Number 2).

In 1983, Professor Zoltners and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global management consulting firm specializing in sales and marketing strategy, operations and execution. ZS now serves clients worldwide with more than 1,000 people across 17 offices in North America, Europe and Asia. His areas of expertise are sales force strategy; sales force size, structure and deployment; sales force compensation; and sales force effectiveness. The success of ZS was recognized by Professor Zoltners’ induction into the Chicago Entrepreneurship Hall of Fame in 2005. He has personally consulted for over 100 companies in over 20 countries. In addition to his consulting, he is a frequent speaker on the topic of sales force effectiveness.