Every sales manager wants to know how to speed up their team's efficiency. Here are a few processes your team might be wasting time on and how automating these processes make them more efficient.

A sales team needs to be properly equipped so you can feel confident that you are harvesting the best opportunities to ensure sales success. Don't risk missing opportunities by stopping at only going for "low hanging fruit." You'll need to harvest from the whole tree -- and for that, you need the right tools.

Whose Account Is It Anyway?

Why you need to implement a key account management program.

The objective of a key account management program is "embeddedness" -- that is, a successful key account management program will make you indispensable to your customer.

Unlike the traditional salesperson, the Key Account Manager does not think transactionally. He thinks strategically. He doesn't pursue every account equally. He selects accounts very carefully.

For centuries, buyers have been wary of sellers. However, something has changed in the last few decades. In every industry, power is shifting from sellers to buyers. This is partly due, among other factors, to buyers having superior access to information, more choice due to globalization and access to improved technology. In this new world, sellers are having difficulty adjusting. This difficulty in transition isn't exclusive to the sales process as sellers grapple with strong purchasing agents, it also challenges suppliers in the account management process.

Webinar: Up Your Sales Game with Corporate Family Data

Complimentary Webinar from LexisNexis Corporate Affiliations

Is your sales team missing opportunities to score more wins? Find out how corporate family data can up your sales game. LexisNexis Corporate Affiliations is hosting a complimentary webinar, "Up Your Sales Game with Corporate Family Data" on September 24, 2014 at 2-3 P.M. ET.

Regardless of the industry, many sales professionals have "tried and true" tools to help them achieve success on a daily basis. Sometimes, the longer a tool has been in the toolbox, the less comfortable someone is willing to give it up, even if it might not be as relevant as it once was. As hard as it may be, change, sometimes is a good thing. Here are some ideas and tools you may want to consider adding to your toolbox.

Ramping new sales hires quickly is one of the most important things a sales manager can do. It's also frequently overlooked as managers get pulled into activities more directly related to making the number for the month or the quarter. When it comes to saving the quarter or saving the new hire, most managers will save the quarter every time. The result is that new hires are thrown into a sink or swim situation, forced to onboard themselves into an organization and process they don't know. In the end, many good people sink. Here are three things every manager should do to get new hires productive quickly and maximize their hiring success rate:

One of the fundamental keys to effective persuasion is understanding people's needs and goals. Goals are the keys to emotions and emotions drive decision-making.

The Customer Is NOT Always Right!

Not Every Customer Is Right For Your Business

The customer can no longer mean anyone who does business with us. Increasingly, some of the most demanding customers are the least profitable. Conversely, when a relationship with a "right-fit" customer is secured, you must be willing to make the appropriate investments, innovations and adaptations to remain on-goingly relevant to this customer.