David is internationally known for his strategic insights into the growth and evolution of sales entities as they serve expanding business unit ambitions in ever-challenging markets. His most recent book is The Sales Growth Imperative, published by McGraw Hill. In this book, readers learn how to use the Sales Growth Model™ to select the right sales strategies through different phases of growth.
Additionally, he is a nationally recognized expert in sales compensation and acts as the firm’s sales compensation practice leader. Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. His audiences include corporate, industry associations, trade shows and those seeking continuing education.
He is author of the best-selling book, Compensating the Sales Force, published by McGraw Hill. David’s experience and knowledge in sales compensation shine through in this book. Often referred to as the “must-have” book for those working in sales compensation, this publication offers industry analysis, thought leadership and practical tips.
In addition, David has authored a number of articles for industry publications, such as Workspan, Selling Power, Sales and Marketing, BAI Banking Strategies and SGIA Journal.
His work as an instructor includes developing and teaching sales compensation courses for WorldatWork, a nonprofit human resources association for professionals and organizations focused on compensation, benefits, work-life effectiveness and total rewards. David has also served on the faculty at the Merage Foundation at the University California, Irvine, and Columbia University.
David has been with the Alexander Group for more than 25 years. His previous experience includes the role of field sales support for an industrial chemical company and as a sales compensation practice manager for a large human resources consulting firm. David has a BA from Pennsylvania State University and an MS from Michigan State University.