College of Business Administration Directory
Pamela M Peterson
Pamela M Peterson is an Instructor at the University of Nebraska Omaha in the College of Business Administration. In her current position, she teaches upper division and graduate level courses in sales, marketing and management. She has developed and taught numerous sales courses including Global Strategic Account Management and Consultative Selling Principles.
Her research focus on is the effectiveness of sales methodologies specifically within the frontline sales management role and the usage of project management methodologies within the strategic account management function.
In addition, Pamela is a founding member and Managing Principal of Soldes Partners; a global sales and marketing advisory firm. She has more than 30 years of diversified experience at the national and global level with a proven track record of driving sustainable long-term growth. Her industry expertise includes professional service firms and industrial and durable goods manufacturers ranging in size from start-ups to Fortune 100 corporations including Accenture and Tyco.
She has significant experience managing complex initiatives across highly matrixed organizations with multiple stakeholders.
Equally conversant in the sales and marketing disciplines she specializes in defining and executing go-to-market strategy, linking sales to strategy, identifying and capitalizing on new product and market opportunities, building brand equity and creating viable sales enablement tools. Pam is recognized for her ability to grow sales, market share and margins in both the core markets and in adjacent markets.
From 2006 to 2007 she served as the Global Marketing Lead for Accenture’s Security Practice. Her responsibilities included managing all the marketing and business development initiatives for the Practice’s joint ventures and strategic alliances. She drove new business opportunities with Global Fortune 500 corporations and large government and healthcare organizations which led to significant increases in revenue year over year.
Ms. Peterson received her MBA from the University of Chicago, Booth School of Business and a Master of Science degree from Creighton University.
During her tenure at the CBA Pamela has developed six new sales including "Consultative Selling Principles", "Fundamentals of Selling", "Selling Financial Services" and "Selling in an Entrepreneurial Context".
Another ongoing initiative is the solicitation of feedback from the employers respective to the knowledge and competencies they are seeking in a prospective sales employee. The feedback is used to develop curriculum to address the specific sales talent requirements of the employers. For example, a new course Global Strategic Account Management was developed as a result of employer input. Dr. Noel Capon, Columbia University and Dr. Malcolm McDonald, Cranfield University provided considerable input into the curriculum development.
New courses in development include: Financial Valuation for Sales, Sales and the Technology Interface, Pricing, Linking Strategy to Sales and Project Management for Sales.
Research and Creative Interests
Ms. Peterson's primary research focus is on the effectiveness of sales methodologies within the context of the front line sales management role. The objective is to add new knowledge which been vetted through academic research to the sales discipline, including the advancement of new processes and procedures .
Another area of inquiry is on how the usage of project management methodologies are being integrated within the strategic account management function to drive higher levels of efficiency and effectiveness. .
Since January of 2017 Pamela has been collaborating with Dr. Richard Plank, University of South Florida on a new research study "Managing Human Capital Within the Sales Function".
Sales Institute/Center Development Initiatives and Activities:
The primary focus of the ongoing sales program development initiative to address the difficulty regional employers' are continuing to experience in recruiting, training and retaining sales talent. The overall mission is to promote the discipline and profession of sales and its role as the driving force to the economy.
A considerable amount of time is working closely with employers to identify shadowing, internship and employment opportunities. The employers collectively identified the primary benefit as the new employee’s ability to ramp up in some case 50% faster than their peers who have not taken any sales courses during their university tenure. Also the employees are seeing a significant reduction in turnover within new sales hires from university based sales programs
The mission is to offer world class educational programs in sales, sales management and sales leadership, to enhance the practice of professional sales and to become a recognized global leader in sales learning, discovery and engagement.
The undergraduate and graduate sales curriculum has been and will be developed with a major emphasis on analytical skills, psychological and sociological principles and communication theory. The combination of conceptual and domain sales knowledge with practical real world application drives the development of the requisite capabilities and attitudes necessary to excel in a sales career. At the heart of most sales roles is the interplay of economics, psychology and dyadic behaviors.
And, the students will also acquire the behavioral skills through experiential learning required to build strong value based buyer relationships in order to be able to compete in a highly competitive global environment which in turn will provide significant long-term profitable revenue streams for the employer.
Sales Certificate/Concentration required courses:
1. Fundamentals of Selling
2. Consultative Selling Principles
3. Financial Valuations for Sales Function
4. Analytics for Sales
5. Career Strategy and Sales Internship Practicum
University of Chicago (Chicago, Illinois) 1997
MS - Education
Creighton University (Omaha, Nebraska) 1982
BS - Education
University of Nebraska at Omaha (Omaha, Nebraska) 1977
Adjunct Professor of the Year 2011 (Teaching) 2011
Our Campus. Otherwise Known as Omaha.
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