World-Class Selling: New Sales Competencies

World-Class Selling: New Sales Competencies delivers the latest criteria for sales teams interested in selling more effectively. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working within the sales organization have influence on the structure, processes, policies, and culture of the sales team and will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.

About the Authors

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 worldwide. His work on salesperson competencies has helped thousands of sales team members around the world measure themselves against the standards of world-class selling. In 2006, Brian was recognized by Sales & Marketing Management as one of the most influential people in professional selling. 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 a doctorate from Capella University.

Tim Ohai is founder and president of Growth & Associates, a consulting association that focuses on the people dynamics of change, both organizationally and personally. Growth & Associates has created fit-for-purpose solutions for companies in a variety of industries, including ASTD, Shell Oil, and Wal-Mart. With more than a decade of learning and development experience, Tim brings a rare combination of high energy and real-life savvy to consulting on large, complex strategic issues, especially on the topics of key customer strategies, alignment, and organizational change. Tim's areas of expertise include sales performance, executive coaching, and developing the talent pipeline for emerging generations, but he also consults on key customer strategies, alignment, and organizational change. Tim has been recognized as a global coaching and sales expert, and his expertise has taken him to Latin America, Europe, Africa, Asia, and the Middle East.

Eric M. Kerkhoff is account manager for Hewlett-Packard, where he is responsible for helping his clients leverage in formation technology to reduce cost, mitigate risk, and successfully respond to market conditions. Eric has more than 19 years of professional experience building diverse, high-performance sales and marketing teams. He is the author of Sales Pro Success Secrets as well as the first and second editions of The Compendium of Professional Selling. Eric has international speaking experience on a variety of sales and sales management topics. Before joining Hewlett-Packard, Eric developed and delivered the Business Development and Sales Certificate Program at The George Washington University's Center for Professional Development. He has consulted and trained sales and marketing teams in a variety of industry vertical markets.