Michael Moorman
Michael Moorman

Adjunct Lecturer of Executive Education

Print Overview

Mike Moorman is a leading expert in B2B sales strategy, sales force effectiveness and sales organization transformation. As a Managing Principal at ZS Associates, the largest specialized Sales and Marketing consulting firm in the world, Mike has led engagements with more than 50 companies over the last 23 years spanning the high tech, financial services, travel and transportation, industrial products, energy, life sciences, business services, consumer products, and media and advertising industries. Mike brings deep experience in a diverse range of sales models including global, strategic and key accounts management, generalist and specialist field sales, indirect channels, and inside sales. Mike has worked with executive teams and sales organizations throughout the Americas, Europe and Asia. In 2007, Mike was named one of the “Top 25” consultants by Consulting Magazine for his thought leadership and success in transforming sales organizations for greater organic growth.

Mike is a frequent keynote and guest speaker at sales and marketing conferences and corporate events, and has authored more than 20 whitepapers and articles. Mike has been cited in many leading publications including Harvard Business Review, Financial Times, Wall Street Journal, Industry Week, USA Today and Selling Power.

Mike has an MBA from the Kellogg School of Management at Northwestern University and a BS in Aeronautical Engineering from Wichita State University. Prior to attending Kellogg, Mike was an aerospace engineer at NASA and Rockwell International. In 2007, Mike served as interim Vice President of Customer Experience for a Fortune 200 transportation company. Mike currently serves on the Board of Directors for the Strategic Account Management Association.

Print Vita
Bachelors of Science, 1988, School of Engineering, Wichita State University
Masters of Management, 1993, Kellogg School of Management, Northwestern University

Other Professional Experience
Managing Principal, Sales Business Area; Global Practice Leader, Commercial Strategy & Transformation, ZS Associates, 1993-present

Print Research
Moorman, Michael and Rodolfo Luzardo. "Achieving the Revenue Promise From Mergers and Acquisitions.".

Print Teaching