According to expert, understanding the concept of “vender” is the first step to business success

For companies that want to grow quickly, success goes through a well-structured sales strategy. This path, however, is not free of challenges.The constant pressure of competition and the difficulty in attracting qualified leads are common obstacles. Without an effective business strategy, these problems are enough to block a development journey.

Research data Sales Panorama2022 RD Station reveals that a large number of companies still underestimate the investment needed in the commercial sector. Only 34% have a person or team dedicated to data analysis, while 42% do not even regularly review their sales processes. 

According to Jhonny Martins, vice president of SERAC, hub of corporate solutions, in addition to reference in the accounting, legal, educational and technology areas, the ability to sell is fundamental to the success of any company.“This mentality must start from leadership. The first and most important seller of a company is the owner himself, who must be on the front line and understand the value of this competence to boost the business”, he says.

According to the executive, the entrepreneur needs to adopt a sales-oriented mentality from the beginning of the business. “No SERAC, we have a clear example. Our parents have always been good salespeople, even before they become entrepreneurs. This concept must be at the core of any company”, he evaluates.

Jhonny believes that, when prioritizing sales, the owner of a company naturally invests in the elements necessary to strengthen the commercial area.“Growing quickly requires more than relying on a single person or channel. The ideal is to build a skilled team, able to multiply knowledge, add value to customers and highlight the differentials of the” business, he explains.

The executive points out that the founder of the company should focus on building strategies, closing contracts, strengthening customer relationships and seeking new market opportunities. “It should be remembered, however, that even if the owner has sales skills and inspires the team, he will need a well-trained team. It is essential that the founder understands the importance of sales for business success. Who ignores this tends to underestimate the investments needed in the” area, he says.

For Jhonny Martins, the sales area can act in several channels, such as social networks, events and indications within the customer base itself. He reinforces, however, that any tactic is more effective when there is a solid base. “This involves having commercial awareness, investing in quality training and having a well-prepared sales team. This effort should start from the owner of the company and be reflected in the entire team”, he concludes.

Check out four ways suggested by Jhonny Martins to develop a sales-focused mindset:

For companies that want to grow quickly, success goes through a well-structured sales strategy. This path, however, is not free of challenges.The constant pressure of competition and the difficulty in attracting qualified leads are common obstacles. Without an effective business strategy, these problems are enough to block a development journey.

Research data Sales Panorama2022 RD Station reveals that a large number of companies still underestimate the investment needed in the commercial sector. Only 34% have a person or team dedicated to data analysis, while 42% do not even regularly review their sales processes. 

According to Jhonny Martins, vice president of SERAC, hub of corporate solutions, in addition to reference in the accounting, legal, educational and technology areas, the ability to sell is fundamental to the success of any company.“This mentality must start from leadership. The first and most important seller of a company is the owner himself, who must be on the front line and understand the value of this competence to boost the business”, he says.

According to the executive, the entrepreneur needs to adopt a sales-oriented mentality from the beginning of the business. “No SERAC, we have a clear example. Our parents have always been good salespeople, even before they become entrepreneurs. This concept must be at the core of any company”, he evaluates.

Jhonny believes that, when prioritizing sales, the owner of a company naturally invests in the elements necessary to strengthen the commercial area.“Growing quickly requires more than relying on a single person or channel. The ideal is to build a skilled team, able to multiply knowledge, add value to customers and highlight the differentials of the” business, he explains.

The executive points out that the founder of the company should focus on building strategies, closing contracts, strengthening customer relationships and seeking new market opportunities. “It should be remembered, however, that even if the owner has sales skills and inspires the team, he will need a well-trained team. It is essential that the founder understands the importance of sales for business success. Who ignores this tends to underestimate the investments needed in the” area, he says.

For Jhonny Martins, the sales area can act in several channels, such as social networks, events and indications within the customer base itself. He reinforces, however, that any tactic is more effective when there is a solid base. “This involves having commercial awareness, investing in quality training and having a well-prepared sales team. This effort should start from the owner of the company and be reflected in 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 must have specific, measurable and achievable goals for the short and long term.
• Invest in capacity building: Selling is something that can be learned over time, so continuing education is the key to overcoming challenges.
• Listen to customer demands: Good salespeople are usually good listeners. After all, by understanding the pain of the customer, you can offer customized solutions to solve it.
• Use technology to automate and analyze: From social networks to tools such as CRM (Customer Relationship Management), there are many possibilities to analyze interactions and offer customized solutions.