Page 186 - HBR's 10 Must Reads - On Sales

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ZOLTNERS AND MCGINN BOUT THE CONTRIBUTORS

SALLY E. LORIMER is a marketing and sales consultant and a business
writer based in Northville, Michigan. Lorimer, Zoltners, and Sinha
are the authors of three books on sales force management.

JAMES A. NARUS is a professor of business marketing at Wake Forest
University.

NEIL RACKHAM is a visiting professor at the University of Portsmouth
in England, the author of Spin Selling (McGraw-Hill, 1988), and a co-
author of Rethinking the Sales Force (McGraw-Hill, 1999).

MARK ROBERGE is the chief revenue officer of HubSpot, a Boston-
based inbound marketing firm. “The Right Way to Use Compen-
sation” is adapted from his book, The Sales Acceleration Formula
(2015), with permission of its publisher, Wiley.

KARL SCHMIDT is the practice manager of CEB Marketing.

PRABHAKANT SINHA is a cochairman of ZS Associates. Sinha,
Zoltners, and Lorimer are the authors of three books on sales force
management.

NICHOLAS TOMAN is a research director at Corporate Executive
Board.

MARC WOUTERS is a professor of management accounting at Karl-
sruhe Institute of Technology, in Germany, and at the University of
Amsterdam, in the Netherlands.

ANDRIS A. ZOLTNERS is a professor of marketing at Northwestern
University’s Kellogg School of Management in Evanston, Illinois. He
is also a cochairman of ZS Associates, a global business-consulting
firm headquartered in Evanston. Zoltners, Sinha, and Lorimer are
the authors of three books on sales force management.

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