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For more than thirty years, Steve Grossman has consulted to senior management teams globally on sales organization performance and compensation issues with emphasis on helping clients navigate through the difficult process of driving change in a sales environment. Steve started his consulting career in marketing and strategy and approaches every client situation from a total business perspective.
Steve was a partner and leader of Mercer’s Sales Effectiveness/Compensation consulting business in North America for more than fifteen years. He was also a Partner in Aon Hewitt’s Sales Effectiveness/Compensation consulting business before starting Steve Grossman & Associates in 2015 as a higher value alternative to large consulting firms, delivering “big firm” expertise and results without the overhead of a large firm.
SG&A’s capabilities include supporting a client through the design and implementation process of a broad-based sales transformation as well as assisting in one or multiple “point solutions” such as sales compensation, role and organization design, sales management process, customer segmentation, goal setting, etc.
The value or benefits derived from a consulting engagement with SG&A include:
- More motivating and cost-effective sales compensation plans, quite often paying top performers even more, for truly outstanding performance
- A more productive and cost-effective sales effort
- A more effective sales management process and tools (including compensation plans) to drive sales performance
Grossman is a frequent speaker at various conferences and has authored and co-authored numerous articles and books on Sales Performance, Organization and Compensation and Sales Leadership.
His client base includes companies across all industries with particular depth in Distribution (across industries), Medical Products/Supplies, Technology, Professional Services, Consumer Products and General Manufacturing. Grossman’s clients have included: Abbott, Baxter, Hill-Rom, LexisNexis, Lenovo, Microsoft, HP, Grainger, US Foods, KeHe, Hilti, Republic Services, Norwegian Cruise Lines, Marriot, Hyatt, Hilton, ACERTUS, Appen, RewardStyle, and many others.
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).