Faculty & Research

Thomas J. Steenburgh

Thomas J. Steenburgh, John L. Colley Associate Professor

  • BS, Boston University; MA, University of Michigan; PhD, Yale University
Office: FOB 283
Phone: +1-434-982-2393
E-mail: SteenburghT@darden.virginia.edu

Biography

Tom Steenburgh is the John L. Colley Associate Professor at the Darden Graduate School of Business. He is the course head for the First Year Marketing course in the MBA program and is a faculty co-chair for the Strategic Sales Management program in Executive Education. Prior to joining Darden, he taught at the Harvard Business School, where he was the faculty chair of the Business-to-Business Marketing Strategy program in Executive Education.

Tom is an expert in business-to-business marketing and sales, and his research analyzes the effectiveness of sales and marketing strategies. He has worked on issues such as "Do lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders?" and "Should firms use sales and marketing actions to manage earnings?" He recently published an article in the Harvard Business Review titled, "Motivating Salespeople: What Really Works."He has won the Wachovia Award for Research Excellence and the Neil Rackham Research Dissemination Award for the impact of his research on business practice. He frequently speaks about his research in public forums, such as the Global Siemen’s One Conference, the Sales Management Association, and the Money Management Institute.

Tom is the author of numerous case studies that are taught in leading business schools around the world. This work primarily focuses on managerial issues in professional selling and sales force management. His case study on Hubspot is part of the HBS Premiere Case Collection and his study on EMC has been reprinted in textbooks.

Tom holds a masters degree in statistics from the University of Michigan and a PhD in marketing from Yale University. Before returning to academics, he held several positions in marketing and operations at the Xerox Corporation. His last position was in incentive strategy.

Expertise

Business-to-business Marketing and Sales

MBA Courses

First Year Marketing

Executive Education Courses

Strategic Marketing Management
Management Essentials for Developing Leaders
Strategic Sales Management