FIPP Insider Webinar with Steve Grossman: Managing the Sales Force during the Rebound – Episode 3

By Jim Elliott, President James G. Elliott Co., Inc.

August 12, 2021

FIPP, one of the world’s leading media trade associations, presents the third episode in their mini-series of interviews with prominent voices entitled, “Managing the Sales Force During the Rebound.” In Episode 3, Steve Grossman, a sought-after sales effectiveness and sales compensation consultant who works with top management across many sectors, talks with John French and me about returning to sales activity. In Steve’s view, the much-discussed question of returning to the office is less important than how—and when—salespeople return to personal calls. He talks about the appropriate use of both travel and video conference technologies, and how these technologies can increase efficiencies.

Steve also addresses how company cultures will change, as well as the positive and potential negative impacts of sales and marketing automation tools on both salespeople and sales managers.