David Roberts

Section Faculty
Organizational Behavior

Leading in the Middle


Dave Roberts has spent more than 25 years helping organizations improve their performance in sales, sales consulting and sales management.

He spent 16 years with specialist sales consulting companies (managing partner with The Sales Consultancy; vice president in OnTarget; senior director in The TAS Group), including six years as a vice president of the sales effectiveness business unit in Siebel Systems Inc.

Professor Roberts has worked with leading organizations in Europe, Asia-Pacific and North America to help his clients optimize their sales effectiveness and achieve business results. His clients include Avaya, EDS, IBM, Microsoft, Nortel, Sun Microsystems and United Health Group.

He has also worked at Hewlett-Packard, Ltd. for 11 years as a sales professional and later as the global account manager for one of HP’s largest accounts. He created a sales and sales management development curriculum for senior sales, support and management staff for the company.

He received his degree in electronic engineering from the University of Hull.

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