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Meet Ryan Mullins

Ryan Mullins

Associate Professor of Marketing, Executive Director of Sales Innovation Program at Clemson University

Speaker Profile

About Ryan Mullins

Ryan Mullins is the J. Daniel and Nancy Garrison Professor of Sales, and Associate Professor of Marketing at Clemson University. He is also the Executive Director of Clemson University’s Sales Innovation Program.

Ryan’s research focuses on the role of sales force management and marketing strategy in improving firm, team, and individual performance. His work in these areas has been published in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Applied Psychology, Journal of Service Research, Industrial Marketing Management, and the Journal of Personal Selling and Sales Management. Ryan is also the co-author of the academic textbook, Professional Selling, used in sales programs taught across the country.

Ryan’s research excellence has been recognized with numerous awards, including the AMA Sales SIG Sales Excellence in Research Award in 2015, the 2017 James M. Comer Award for Best Contribution to Sales Management Theory, and the 2018 SEF/Neil Rackham Research Grant Award. Seven of his research articles appear in the Financial Times Top 50 business journals in the world.

This Year's Sessions

9:00 am / Tue 12 Mar

Competing on Sales Talent

Sales organizations in many sectors are suddenly finding salesperson hiring and retention more difficult. This seems to be due in part to one of the pandemic’s enduring impacts: redrawn expectations of employers from many workers. These changing expectations are amplified by the workforce’s younger-skewing demographics, and its shrinking supply. In a sellers’ labor market, sales...
3:30 pm / Tue 12 Mar

The Changing Role of Incentives in Sales Performance Management

Sales compensation represents the largest single marketing investment made by business-to-business firms, and a notoriously difficult challenge for many. In this session, presenters explore the essential elements of effective incentive compensation strategies for sales organizations. They provide insights into managing global sales incentives, the information flows critical to sales performance management, and the emerging practices...

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