Sales Training & Sales Performance Guy
Washington D.C. Metro Area
- Current
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- Director at ASTD
- Past
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- Sales Development and Performance Consultant at Revenue Growth Inc.
- Chairman at United Professional Sales Association
- Account Executive (Mid-Market, SE Region) at Dun & Bradstreet
- Captain, Training & Logistics Officer at US - Air Force
- Education
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- Capella University
- Central Michigan University
- University of Central Florida
- Recommended
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26 people have recommended Brian - Connections
-
500+
connections
- Industry
- Professional Training & Coaching
- Websites
Brian Lambert’s Summary
I am looking for others to collaborate with who share my passion for sales training excellence, sales training tactics and trends, and sales strategy as a competitive advantage.
If you are a sales trainers, sales manager, or salesperson (you know who you are!), go ahead and send me a connection request (blambert@astd.org)
I currently work at ASTD as the Director of Sales Training Drivers. ASTD is the world’s largest association dedicated to workplace learning and performance professionals. In this role, we create content, tools, and resources that help individuals design and deliver sales training, manage and develop high performing sales talent, and improve salesperson performance.
I have fifteen years of experience in all facets of sales and sales training, and am an internationally recognized expert on how to transform sales team systems, processes, and people.
Before joining ASTD, I founded the United Professional Sales Association where I oversaw the development of standards for salesperson performance. My 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.
I have has also been an Account Manager for Dun & Bradstreet, the world's leading provider of business-to-business information (achieved two monthly sales records (350% & 400% of quota) while attaining the number two position in the entire company (2003).
Before joining corporate America, I served as a Captain in the United States Air Force where I was an Officer and Director of Training for 450 people.
Brian Lambert’s Specialties:
Sales Competency, Sales Learning, Training, Learning, Competency Modeling, Sales, Sales Management, Sales Coaching, Sales Recruiting, Sales Trainer, Ethics, Salespeople, Sales compensation, Sales Channels, Entry-level sales, Sales Management, Selling, Marketing
Brian Lambert’s Experience
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Director
ASTD
(Non-Profit; 51-200 employees; Non-Profit Organization Management industry)
December 2007 — Present (1 year 8 months)
Responsible for helping ASTD meet the unique needs of sales training and development professionals. Conduct primary research and create articles and other custom content designed to help people design, deliver sales training, manage and develop high performing sales talent, and improve salesperson performance.
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Sales Development and Performance Consultant
Revenue Growth Inc.
(Management Consulting industry)
November 2004 — November 2007 (3 years 1 month)
In this position, I was a Sales and Sales Development subject matter expert with ReveGrowth - a Sales and Marketing Management Consultancy.
As a growth discipline expert and thought leader on sales growth systems, individual sales performance, and sales culture, I was instrumental in defining the methodologies that help client companies and individual candidates achieve superior results. I consulted with select client companies and am a sought after public speaker and author in the area of Sales Competency and effectiveness. -
Chairman
United Professional Sales Association
(Non-Profit Organization Management industry)
January 2002 — November 2006 (4 years 11 months)
I am the founding Chairman of the the United Professional Sales Association (UPSA). I founded UPSA as a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.
Find out about the membership organization and understand the processes and framework of professional selling at http://www.upsa-intl.org -
Account Executive (Mid-Market, SE Region)
Dun & Bradstreet
(Public Company; 5001-10,000 employees; DNB; Financial Services industry)
January 2001 — October 2004 (3 years 10 months)
Sales Executive, Protect & Expand Project Business, Retain Key Accounts in S.E. Region. Responsible for growing and maintaining an existing portfolio of Middle Market accounts ($1.2 million plus) as well as selling new business opportunities. Provided business solutions to positively impact customer performance within the areas of risk management, finance, marketing, purchasing, and technology.
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Captain, Training & Logistics Officer
US - Air Force
(Government Agency; 10,001 or more employees; Military industry)
January 1995 — January 2001 (6 years 1 month)
Worked as an Director of Training, Logistics Officer, and Assistant Professor at NC State University.
In the Air Force I was responsible for several change management initiatives.
Brian Lambert’s Education
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Capella University
Ph.D. , Organization and Management , 2001 — 2008
A student of the sales profession. Research work completed on Sales Ethics, Sales interfacing with Marketing, common language of sales, the 5 tenets of the sales profession, the nine selling knowledge areas of the sales profession. Dissertation Topic: Entry-Level Salesperson Competency.
- Activities and Societies:
- Full time employee, Ph.D. student, and Chairman of Non-Profit Association (United Professional Sales Association)
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Central Michigan University
MS (Master of Science) , Information Resource and Human Resource Management , 1996 — 1999
Master's Project: The affect of Information Technology on adminstrative employees during a re-classification of the knoweledge, skills, and abilities needed for their job.
- Activities and Societies:
- Full time Air Force Officer at the time
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University of Central Florida
BS , Business & Math , September 1993 — August 1995
Commandant's Award for Leadership, 1999. Served as Commander of Cadet Corps of over 100 college students
- Activities and Societies:
- Air Force ROTC, Soccer
Additional Information
Brian Lambert’s Websites:
Brian Lambert’s Interests:
Sales Training, Sales Competency, Sales People, Sales Management, Marketing/Sales/Fulfillment Alignment, Leadership, Mentoring, Reading, Research
Brian Lambert’s Honors:
Certified and Registered Sales Professional (CRSP)
2004 – MVP of southeast region at Dun & Bradstreet (2004) based on results
and leadership (#1 of 45 sales professionals)
2004 – President’s Club Award for Top Sales Performance -- Dun & Bradstreet
2004 – 150% of Quota Club at Dun & Bradstreet
2003 – 130% of Quota Club at Dun & Bradstreet
2001 – Salesperson of the Year 250% of quota-- Zip City Solutions
2000 – U.S. Air Force Commendation Medal for meritorious service
1999 – Southeast region Recruiting Officer of the Year award (#1 of 86), USAF
1998 – Manager of the Year (#1 of 16), USAF
1998 – Officer of Quarter (#1 of 272) for leadership, USAF
1998 – USAF Achievement Medal for logistics and technical expertise
1997 – USAF Achievement Medal for vision and leadership
1996 – USAF Achievement Medal for distinguished job performance
1995 – USAF Achievement Medal for distinguished job performance
1995 – "Distinguished Graduate" from basic Missile Maintenance Officer Course
Brian Lambert’s Contact Settings
Interested In:
- career opportunities
- consulting offers
- new ventures
- job inquiries
- expertise requests
- business deals
- reference requests
- getting back in touch
