WHOLESALE DISTRIBUTION BEST PRACTICES

Leading wholesaler-distributors depend on NAW Institute for Distribution Excellence groundbreaking research studies because they help solve real-world business challenges.

 

YOUR 5-YEAR GROWTH ROADMAP


 

Order copies of Facing the Forces of Change®: Navigating the Seas of Disruption for everyone on your team!

 

Steve Grossman

Biography

PRESENT RESPONSIBILITIES Steve Grossman, a Partner in Mercer’s Human Capital Business, leads Mercer’s Sales Performance group in the Americas. Our Sales Performance group helps our clients: Focus their sales effort on the right customer segments; Optimize their sales and sales management processes; and, Effectively motivate and enable their sales people to exceed expectations. Steve has particular expertise in helping clients manage through the difficult process of driving change in a sales environment. EXPERIENCE For more than twenty years, Steve has consulted on domestic and international sales force management and sales compensation issues as well as marketing, competitive analysis and organization effectiveness. His clients are from a wide range of industries, including: distribution, business services, medical products/systems/services, media and entertainment, consumer products, hospitality, professional services, financial services, telecommunications, hi-tech, and general manufacturing. Before joining Mercer, Steve served as managing director of a firm that provides sales and marketing effectiveness training and consulting services. Earlier, he was a principal in the sales force management practice of another major international consulting firm. A frequent speaker on sales compensation and sales effectiveness, Steve has authored numerous articles and is a principal contributor to several books on various sales effectiveness topics including high performing sales efforts (Journal of Organization Excellence, Selling Power Magazine) and sales compensation (WorldatWork). Steve’s recent “ground breaking” research and client work into the effectiveness and role of the front line sales manager is uncovering powerful opportunities to improve the performance of this often underleveraged, but pivotal, role in a sales effort. He has written and spoken on this topic at WorldatWork and other leading sales and management conferences, meetings and publications. EDUCATION Steve holds a bachelor’s degree in mechanical engineering from Tufts University and an MBA from Boston University. He is a Certified Management Consultant (CMC).