About the Authors

Brian W. Lambert

Brian W. Lambert is the director of ASTD’s Sales Training Drivers, where he works with internal and external clients and ASTD members to create relevant content, tools, and resources for sales trainers, sales managers, and senior executives. Brian manages ASTD’s sales competency modeling and sales training research and is a highly sought-after expert on delivering sales training, managing and developing high-performing sales talent, and improving salesperson performance.

Brian has 15 years of experience in all aspects of sales, sales management, and sales training. Before joining ASTD, Brian founded the United Professional Sales Association, where he oversaw the development of standards for salesperson performance ...

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