Michael Ahearne (PhD, Indiana University) is the C.T. Bauer Professor of Marketing and executive director of the Sales Excellence Institute at the University of Houston. Michael’s research has primarily focused on improving the performance of salespeople and sales organizations. He has published over 50 articles in leading journals throughout the marketing and sales fields. This research has established best practice benchmarks in a number of industries, including high tech, financial services, travel, transportation, pharmaceuticals, energy, and CPG. He was recently recognized by the American Marketing Association as one of the 10 most research productive scholars in his field. His research has been profiled in the Wall Street Journal, Business 2.0, Business Investors Daily, Business Week and Fox News. Before entering academia, Michael played professional baseball for the Montreal Expos Organization and worked in market research and sales operations for Eli Lilly and PCS Healthcare.