Andris A. Zoltners

Andris (Andy) Zoltners is Founder and Co-Chairman of ZS Associates, and a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Andy and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology.

Andy’s areas of expertise are sales force strategy; sales force effectiveness; sales force size, structure and deployment; and sales force compensation. He has assisted over 250 companies in over 20 countries and across a wide range of industries including healthcare, technology, transportation, and financial services. Andy has spoken at numerous conferences, has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students, and continues to teach executives at the Kellogg School of Management. He has published more than 40 academic articles, edited two books on Marketing Models, and has co-authored a series of books on sales force management.

Sales force management books co-authored by Andy include:

- “Building a Winning Sales Management Team: The Force Behind the Sales Force” (2012)

- “Building A Winning Sales Force” (2009)

- “The Complete Guide to Sales Force Incentive Compensation - How to Design and Implement Plans That Work” (2006)

- “Sales Force Design for Strategic Advantage” (2004)

- “The Complete Guide to Accelerating Sales Force Performance” (2001)

Prior to joining the faculty at Kellogg, Andy was a member of the Business School Faculty at the University of Massachusetts. He received his Ph.D. from Carnegie-Mellon University.