ZS’s late founder, Andy Zoltners, co-founded ZS in 1983. A recognized authority on sales force effectiveness, he personally consulted for more than 100 companies in over 20 countries.

Andy was known for his sales force expertise, including sales force strategy, size, structure and deployment, compensation and effectiveness. He wrote more than 40 academic articles, edited two books on marketing models and 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)—won awards for contributing to the practice of selling and sales management.

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