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
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.
Business-to-business Marketing and Sales
First Year Marketing
Executive Education CoursesStrategic
Great Managers: The Core EssentialsStrategic