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Meet Michael Ahearne

Michael Ahearne

Professor, C.T. Bauer Chair in Marketing at University of Houston

speaker Profile

About Michael Ahearne

Michael Ahearne is Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also the Research Director of the Stephen Stagner Sales Excellence Institute.

Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He has published over 50 articles in leading journals such as Journal of Marketing, Journal of Marketing Research, Management Science, Strategic Management Journal, Journal of Applied Psychology, and Organizational Behavior and Human Decision Processes. The American Marketing Association has recognized Mike as one of the most research-productive scholars in the field of marketing. His research has been profiled in the Wall Street Journal, Business 2.0, Business Investors Daily, Forbes, Fortune, INC Magazine, and many other news outlets.

Mike’s book Selling Today: Partnering to Create Customer Value is the highest-grossing professional selling textbook in the world, with copies being distributed in over forty countries. Paired with the many teaching awards he has won at the MBA and undergraduate levels in Sales, Sales Management, and Key Account Management, Mike has a proven track record of excellence when it comes to disseminating knowledge in his field. He has consulted with over 200 companies in industries such as insurance, health care, consumer packaged goods, technology, and transportation. Mike was recently honored as the inaugural winner of the Sales Education Foundation Research Dissemination Award for the impact of his research on business practice.

Before entering academia, Mike played professional baseball for the Montreal Expos and worked in marketing research and sales operations for Eli Lilly and PCS Healthcare. He was also a principal at ZS Associates, the largest global sales and marketing consulting firm.



This Year's Sessions

8:35 am / Tue 7 Jun

Using Sales Incentives for Growth

Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth. In this session, professor Michael Ahearne offers research based insights into why growth...

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