Executive Education

Marketing & Sales  >  Sales Force Incentive Planning

Sales Force Incentive Planning: Compensating for Results

Faculty

Andris A. Zoltners, Academic Director; Professor of Marketing, Kellogg School of Management, and and Founder and Co-Chairman, ZS Associates, a global consulting firm dedicated to solving sales force productivity problems. Zoltners specializes in sales force strategy, effectiveness, and change management. He is the co-author with Prabha Sinha of The Complete Guide to Accelerating Sales Force Performance (2001) and The Fat Firm: The Transformation of a Firm from Fat to Fit (1997).

Prabha Sinha, Former Associate Professor of Marketing, Kellogg School of Management, and Founder and Co-Chairman, ZS Associates. Sinha specializes in sales force strategy, structure and effectiveness. He is the co-author with Andris Zoltners of The Complete Guide to Accelerating Sales Force Performance (2001) and The Fat Firm: The Transformation of a Firm from Fat to Fit (1997).