Ken Evans

Ken Evans is managing partner for Critical Path Strategies. In addition to Ken's overall responsibilities, he consults with General and Sales Management as well as develops and delivers sales training. Ken developed CPS’ Chief Sales Officer Agenda consulting practice, which helps CSOs come to conclusions on ways to take their sales organizations to higher levels of performance.

Ken joined Critical Path Strategies in 2001 and has since worked with more than 70 clients leading consulting and sales training engagements in large and small businesses. He has directly impacted over 10,000 salespeople in these businesses. Ken also co-authored Building a Successful Selling Organization. Using real-world examples, this book imparts what sales leaders need to know to galvanize sales teams to improve customer relationships, sales productivity, and profits. Ken recently commented, “Clearly, this has been the most professionally rewarding experience in my career.”

Ken has over 25 years of diverse industry experience in sales, sales management, and executive management. His career began in sales at IBM. During his 15 years with IBM, he held various sales management positions. He was instrumental in helping launch IBM’s consulting and services business in Chicago. Ken’s last IBM assignment was Midwestern Industrial Sector region manager, with responsibility for the $1-billion sales and service organization.

Subsequently, Ken joined Waste Management as senior vice president of sales and marketing for U.S. and Canadian operations. He reengineered the company’s sales and service organization to focus more on customers and sustainable growth. Identifying significant market opportunity with large enterprises, Ken designed and implemented a national accounts program resulting in $650 million in annualized revenues from a select group of industrial and commercial clients.

As president of SunSource Technology Services, a $250-million industrial distribution company, Ken brought together six independently operated fluid power and motion control distribution companies into a single enterprise with one brand and go-to-market strategy. Again, he installed a sales and service culture focused on the critical business needs of customers with an account management and customer service system.

Ken earned a bachelor’s degree from Washington and Lee University in Lexington, Virginia, and an MBA from Southern Methodist University (SMU) in Dallas, Texas. He regularly speaks to MBA candidates at SMU’s Cox School of Business to help them understand the importance of sales and the best practices involved in running a sales organization.