Andy co-founded ZS in 1983. A recognized authority on sales force effectiveness, he has personally consulted for more than 100 companies in more than 20 countries.



Andy’s areas of expertise include sales force strategy, sales force size, structure and deployment, sales force compensation and sales force effectiveness. He has written more than 40 academic articles, edited two books on marketing models and has co-authored a series of books on sales force management: The Power of Sales Analytics (2014); Building a Winning Sales Management Team: The Force Behind the Sales Force (2012); Building A Winning Sales Force: Powerful Strategies for Driving High Performance (2008); The Complete Guide to Sales Force Incentive Compensation—How to Design and Implement Plans That Work (2006); Sales Force Design for Strategic Advantage (2004); and The Complete Guide to Accelerating Sales Force Performance (2001). Two of his articles—“Sales Force Effectiveness: A Framework for Researchers and Practitioners” (2008) and “Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness” (2012)—have won awards for contributing to the practice of selling and sales management.



Andy holds a Ph.D. from Carnegie Mellon University. He is the Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty for more than 30 years.