For companies looking to grow quickly, success depends on a well-structured sales strategy. However, this path is not without challenges. The constant pressure from competition and the difficulty in attracting qualified leads are common obstacles. Without an effective commercial strategy, these problems are enough to hinder a development journey.
Data from the survey Sales Panorama, conducted in 2022 by RD Station, reveals that a large number of companies still underestimate the necessary investment in the commercial sector. Only 34% have a person or team dedicated to data analysis, while 42% don’t even regularly review their sales processes.
According to Jhonny Martins, vice president of SERAC, a hub for corporate solutions and a reference in accounting, legal, educational, and technology areas, the ability to sell is crucial for any company’s success. “This mindset must start with leadership. The first and most important salesperson in a company is the owner, who should be on the front lines and understand the value of this skill to drive the business,” he states.
According to the executive, entrepreneurs need to adopt a sales-oriented mindset from the start of their business. “At SERAC, we have a clear example. Our parents were always good salespeople, even before becoming entrepreneurs. This concept should be at the core of any company,” he notes.
Jhonny believes that by prioritizing sales, a business owner naturally invests in the elements needed to strengthen the commercial area. “Growing quickly requires more than relying on a single person or channel. The ideal is to build a capable team that can multiply knowledge, add value to customers, and highlight the business’s differentiators,” he explains.
The executive emphasizes that a company’s founder should focus on building strategies, closing contracts, strengthening customer relationships, and seeking new market opportunities. “However, it’s important to remember that even if the owner has sales skills and inspires the team, they will still need a well-trained team. It’s essential for the founder to understand the importance of sales for the business’s success. Those who ignore this tend to underestimate the necessary investments in the area,” he states.
For Jhonny Martins, the sales area can operate through various channels, such as social media, events, and referrals within the existing customer base. However, he stresses that any tactic is more effective when there’s a solid foundation. “This involves having commercial awareness, investing in quality training, and having a well-prepared sales team. This effort must start with the business owner and reflect across the entire team,” he concludes.
Check out four ways suggested by Jhonny Martins to develop a sales-focused mindset:
For companies looking to grow quickly, success depends on a well-structured sales strategy. However, this path is not without challenges. The constant pressure from competition and the difficulty in attracting qualified leads are common obstacles. Without an effective commercial strategy, these problems are enough to hinder a development journey.
Data from the survey Sales Panorama, conducted in 2022 by RD Station, reveals that a large number of companies still underestimate the necessary investment in the commercial sector. Only 34% have a person or team dedicated to data analysis, while 42% don’t even regularly review their sales processes.
According to Jhonny Martins, vice president of SERAC, a hub for corporate solutions and a reference in accounting, legal, educational, and technology areas, the ability to sell is crucial for any company’s success. “This mindset must start with leadership. The first and most important salesperson in a company is the owner, who should be on the front lines and understand the value of this skill to drive the business,” he states.
According to the executive, entrepreneurs need to adopt a sales-oriented mindset from the start of their business. “At SERAC, we have a clear example. Our parents were always good salespeople, even before becoming entrepreneurs. This concept should be at the core of any company,” he notes.
Jhonny believes that by prioritizing sales, a business owner naturally invests in the elements needed to strengthen the commercial area. “Growing quickly requires more than relying on a single person or channel. The ideal is to build a capable team that can multiply knowledge, add value to customers, and highlight the business’s differentiators,” he explains.
The executive emphasizes that a company’s founder should focus on building strategies, closing contracts, strengthening customer relationships, and seeking new market opportunities. “However, it’s important to remember that even if the owner has sales skills and inspires the team, they will still need a well-trained team. It’s essential for the founder to understand the importance of sales for the business’s success. Those who ignore this tend to underestimate the necessary investments in the area,” he states.
For Jhonny Martins, the sales area can operate through various channels, such as social media, events, and referrals within the existing customer base. However, he stresses that any tactic is more effective when there’s a solid foundation. “This involves having commercial awareness, investing in quality training, and having a well-prepared sales team. This effort must start with the business owner and reflect across the entire team,” he concludes.
Check out four ways suggested by Jhonny Martins to develop a sales-focused mindset:
- Set well-defined goals: The company needs specific, measurable, and achievable objectives for both the short and long term.
- Invest in training: Selling is something that can be learned over time, so continuous education is key to overcoming challenges.
- Listen to customer demands: Good salespeople are usually good listeners. After all, by understanding the customer’s pain points, it’s possible to offer customized solutions to address them.
- Use technology to automate and analyze: From social media to tools like CRM (Customer Relationship Management), there are many possibilities to analyze interactions and offer customized solutions.
