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Dennis Spahr
Print-Quality Photo
Resume/CV
812-855-7364
dspahr@iu.edu
HH 2100
1309 E. 10th Street
Bloomington, IN
47405

Dennis Spahr

  • Senior Lecturer
Department: Marketing
Campus: Bloomington

Biography

Dennis Spahr joined the faculty in 2018 with over thirty years of sales effectiveness consulting and hands-on B-to-B sales

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Dennis Spahr joined the faculty in 2018 with over thirty years of sales effectiveness consulting and hands-on B-to-B sales experience. As a faculty member of the Marketing Department and the Center for Global Sales Leadership he prepares students for careers in complex, value-added B2B sales, marketing, and consulting. Dennis has won the William G. Panschar Award for Excellence in Teaching (2020 – 2021) and the Trustees Teaching Award in 2018 and 2022.

At Kelley, Dennis has taught Consultative Selling, B2B Marketing, Sales for Social Impact, Sales Management and Consumer Behavior. His approach to teaching creates an engaging environment with a focus on student participation and applying the course concepts to business situations.

In addition to his role at Kelley, Dennis consults with companies on sales strategy, sales organization & sales role design, and sales compensation. In his twenty-plus years of consulting with The Alexander Group, Willis Towers Watson, Mercer, Sibson Consulting and his own firm, Dennis has worked with hundreds of sales organizations across multiple industries.

Dennis received an MBA from the Stephen M. Ross School of Business at the University of Michigan and a BA in Chemistry from Indiana University. He is a native of Pittsburgh who met his wife, Kathleen, at IU and whose three sons graduated from IU, as well.

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Areas of Expertise

Sales Organization Effectiveness, Sales Management, Personal Selling, B2B Marketing and Sales, Sales for Social Impact, Sales Compensation, General Marketing

Academic Degrees

  • MBA in Marketing and General Management, Stephen M. Ross School of Business at the University of Michigan, 1993
  • BA in Chemistry, Indiana University, 1986

Professional Experience

  • Lecturer of Marketing, Indiana University, Kelley School of Business, 2018 – present
  • President, The Spahr Group, LLC, 2017 – present
  • Adjunct Professor, Driehaus College of Business and Kellstadt Graduate School of Business, DePaul University, 2017
  • Senior Principal & Senior Sales Performance Consultant, Mercer, 2012 – 2016
  • Vice President, Sales Effectiveness, Sibson Consulting, 2007 – 2012
  • Principal, Sales Effectiveness Consulting, Mercer Human Resource Consulting, 2006 – 2007
  • Senior Associate, Sales Effectiveness Consulting, Mercer Human Resource Consulting, 2003 – 2006
  • Senior Consultant & Project Manager, Towers Perrin, 2001 – 2002
  • Senior Manager & Telecommunications Practice Leader, The Alexander Group, Inc., 2000
  • Senior Consultant, The Alexander Group, Inc., 1996 – 2000
  • Consultant, The Alexander Group, Inc., 1996 – 1997
  • Applications Engineer / Territory Manager, AlliedSignal Plastics, 1989 – 1996
  • Sales Trainee / Sales Representative, Dow Corning, 1986 – 1989

Selected Publications

  • Spahr, D., Hubbartt, D., Reiman, P., and Scott, D. (2016). The Right Pay Mix to Target Changing Pay Preferences. WorldatWork’s Spotlight on Sales Compensation, August.
  • Spahr, D., and Butler, R. L. (2013). Avoiding Sales Compensation Plan Crimes. Workspan: The Magazine of WorldatWork, October.
  • Spahr, D. (2010). When 2 + 2 does not equal 4: The Philosophies of Quota Allocation and Cost Modeling. WorldatWork Total Rewards Conference, May.
  • Spahr, D., and DiMisa, J. (2009). How to Properly Manage, Reward, and Compensate the Millennial Generation. Synygy Sales Performance Conference – General Session, May.

Edited on July 2, 2024

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