Mike Emerson

Mike Emerson, managing partner at Indian River Consulting Group (IRCG), has been a key leader at IRCG since joining the firm in 1998 and becoming a partner in 2004. With more than two decades of experience advising distributors and manufacturers, Mike has worked with organizations of all sizes across a wide range of industries and product lines. His expertise includes strategic planning, sales structure optimization, sales compensation, and analytics.

Sales Coverage Isn’t Working. It Just Doesn’t Hurt Enough to Fix

In our research conducted with the Heating, Air Conditioning, & Refrigeration Distributors International (HARDI), more than half of distributors reported little to no focus on remote engagement after the pandemic ended.

May 4, 2026

Mike Emerson

Sales Coverage Isn’t Working. It Just Doesn’t Hurt Enough to Fix