Dennis Spahr

Dennis is a highly rated speaker and author of over one hundred speeches and articles on sales compensation and sales

Areas of Expertise

Sales Organization Effectiveness, Sales Management, Personal Selling, B2B Marketing and Sales, Sales for Social Impact, Sales Compensation, General Marketing

Academic Degrees

• MBA in Marketing and General Management, Stephen M. Ross School of Business at the University of Michigan, 1993
• BA in Chemistry, Indiana University, 1986

Professional Experience

• Lecturer of Marketing, Indiana University, Kelley School of Business, 2018 – present
• President, The Spahr Group, LLC, 2017 – present
• Adjunct Professor, Driehaus College of Business and Kellstadt Graduate School of Business, DePaul University, 2017
• Senior Principal & Senior Sales Performance Consultant, Mercer, 2012 – 2016
• Vice President, Sales Effectiveness, Sibson Consulting, 2007 – 2012
• Principal, Sales Effectiveness Consulting, Mercer Human Resource Consulting, 2006 – 2007
• Senior Associate, Sales Effectiveness Consulting, Mercer Human Resource Consulting, 2003 – 2006
• Senior Consultant & Project Manager, Towers Perrin, 2001 – 2002
• Senior Manager & Telecommunications Practice Leader, The Alexander Group, Inc., 2000
• Senior Consultant, The Alexander Group, Inc., 1996 – 2000
• Consultant, The Alexander Group, Inc., 1996 – 1997
• Applications Engineer / Territory Manager, AlliedSignal Plastics, 1989 – 1996
• Sales Trainee / Sales Representative, Dow Corning, 1986 – 1989

Selected Publications

• Spahr, D., Hubbartt, D., Reiman, P., and Scott, D. (2016). The Right Pay Mix to Target Changing Pay Preferences. WorldatWork’s Spotlight on Sales Compensation, August.
• Spahr, D., and Butler, R. L. (2013). Avoiding Sales Compensation Plan Crimes. Workspan: The Magazine of WorldatWork, October.
• Spahr, D. (2010). When 2 + 2 does not equal 4: The Philosophies of Quota Allocation and Cost Modeling. WorldatWork Total Rewards Conference, May.
• Spahr, D., and DiMisa, J. (2009). How to Properly Manage, Reward, and Compensate the Millennial Generation. Synygy Sales Performance Conference – General Session, May.