Marshall co-developed the SFE Navigator™ framework that’s used by more than 500 companies to drive improved sales force effectiveness.


As a principal emeritus, Marshall focuses on guiding sales leaders to adapt their sales organizations and commercial strategies to succeed in today’s omnichannel market. Marshall also serves as an executive coach, helping executives build trusted relationships with key internal and external stakeholders and to be more effective coaches to their leadership teams. 




A recognized authority on sales management, Marshall has consulted with companies from startups to those ranked in the top 50 on the Fortune 500, in industries spanning healthcare and life sciences, chemicals, consumer products, financial services, construction and building products and utilities. He has worked on projects in the U.S., Canada and several Latin American countries. Marshall is an academic director and adjunct faculty of executive education at Northwestern University’s Kellogg School of Management. He is the author of several published articles on sales and marketing issues.



Prior experience

Marshall’s ZS leadership positions have included serving as head of the global sales business area, leader of the Midwest region, and founder and leader of the medtech industry practice. Before joining ZS in 1990, Marshall worked at IBM for six years, selling to Fortune 500 insurance accounts.




Marshall graduated with distinction from the University of Wisconsin-Madison, where he earned a bachelor’s degree in business administration. He also holds an MBA with distinction from the Kellogg School of Management at Northwestern University.