Tom Steenburgh is
the John L. Colley Associate Professor at the Darden Graduate School of
Business. He is an expert in business-to-business marketing and sales.
Until recently, he was an associate professor at the Harvard Business
School, where he taught the Business Marketing and Sales elective in the
MBA curriculum and was the faculty chair of the Business-to-Business
Marketing Strategy program in Executive Education.
research addresses questions that help managers measure the effectiveness
of their sales and marketing strategies. He's 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 their earnings?" He has recently published an article in
the Harvard Business Review titled, "Motivating Salespeople: What Really
Tom also 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.