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Brian Lambert
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Brian Lambert is the Director of Sales Development and Performance at the American Society for Training and Development (ASTD). Brian is responsible for creating content, tools, and resources to help individuals design and deliver sales training, manage and develop high performing sales talent, and improve salesperson performance. Brian has fifteen years of experience in all facets of sales and sales training, and is an internationally recognized expert on how to transform sales team systems, processes, and people. Before joining ASTD, Brian founded the United Professional Sales Association where he oversaw the development of standards for salesperson performance. His work on salesperson competencies has helped thousands of salespeople, sales managers, and sales trainers from many countries measure themselves against standards of world-class selling. Brian has authored two books on selling and in 2006, was recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling. Brian has also been an Account Manager for Dun & Bradstreet, the world's leading provider of business-to-business information. For three years, he managed 40 accounts, served as district trainer, and put his sales learning approaches into practice. He achieved two monthly sales records (350% & 400% of quota) while attaining the number two position in the entire company (2003). In his three years with D&B, as a top performing sales person, he attained an average of 170% of quota and in 2003 he was awarded the company’s “most valuable player” honor. Before joining corporate America, Brian served as a Captain in the United States Air Force where he was a Logistics Officer and Director of Training. During his six years of military service, Brian attained seven medals for achievement and leadership. One of which was his work with educational institutions to integrate CRM software while personally developing and facilitating an introductory course on its use. Brian has a bachelor’s degree from the University of Central Florida, a master’s of science degree in Administration and Human Resource Management from Central Michigan University, and is currently a Ph.D. candidate at Capella University where he is studying salesperson competency.
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