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Brian Lambert, Director of Sales Training Drivers, ASTD
Summary
Dave Stein and Brian Lambert, Director of Sales Training Drivers at ASTD, discuss the science of selling, the evolution of sales training, world-class sales organizations, buyer/seller relationships, sales process, technology, competencies, complex technology deals, measurement, turnover among sales reps and the question of whether sales people are born versus made.
Link to Podcast
Click here to listen to (or download) podcast (35:58 / 32.5 Mb) (There may be a delay while the podcast downloads.)
Brian Lambert
Brian Lambert is the Director of Sales Training Drivers for the American Society for Training and Development (ASTD). He is responsible for creating content, tools, and resources that help individuals design and deliver more effective sales training, implement sales talent management strategies, develop sales leadership programs, improve the ROI of sales training initiatives, and improve overall salesperson performance. Brian leads the profession-wide global sales competency modeling effort for ASTD while managing the research, product-development, and educational offering to support its use. Brian has fifteen years of experience in all facets of sales, sales management, and sales training and is an internationally recognized expert on transforming sales team systems, processes, and people through learning.
Before joining ASTD, Brian founded the United Professional Sales Association where he led the global effort to define sales competencies for high-performing sales people in complex/consultative selling environments. He was previously a sales performance consultant for Revenue Growth, Inc, where he helped engineer new hire training programs, sales competency models, online learning strategies, and sales performance improvement initiatives. He has experience as a quota carrying sales professional for small- and large-sized organizations including Dun & Bradstreet, the world's leading provider of business-to-business information. Before joining corporate America, Brian was a Captain in the United States Air Force where he served as a Logistics Officer and Director of Group Training managing new-hire and ongoing development programs and human performance improvement initiatives for an intercontinental ballistic missile (ICBM) unit.
Brian has authored three books on professional selling, including World-Class Selling: New Sales Competencies published by ASTD Press. He has received winner’s circle awards for sales performance and Air Force medals for leadership. In 2006, Brian was recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling. He has master’s of science degree in Human Resource and Information Resource Management from Central Michigan and a Ph.D. in Organization and Management from Capella University.
