For companies looking to grow rapidly, success depends on a well-structured sales strategy. However, this path is not free of challenges. The constant pressure of competition and the difficulty in attracting qualified leads are common obstacles. Without an effective commercial strategy, these problems are enough to block a development journey.
Research dataSales Overview, conducted in 2022 by RD Station, reveal that a large number of companies still underestimate the investment needed in the sales sector. Only 34% have a dedicated person or team for data analysis, while 42% do not even regularly review their sales processes.
According toJhonny Martins, vice-president ofSERAC, a corporate solutions hub, as well as a reference in the accounting, legal, educational, and technology fields, the ability to sell is essential for the success of any company. "This mindset must come from leadership. The first and most important salesperson in a company is the owner himself, who should be at the forefront and understand the value of this skill to drive the business," he states.
According to the executive, the entrepreneur needs to adopt a sales-oriented mindset from the beginning of the business. “At SERAC, we have a clear example. Our parents have always been good salespeople, even before becoming entrepreneurs. This concept must be at the core of any company,” he evaluates.
Jhonny believes that by prioritizing sales, the business owner naturally invests in the elements necessary to strengthen the sales department. Growing quickly requires more than relying on a single person or channel. The ideal is to build a skilled team capable of multiplying knowledge, adding value to clients, and highlighting the business's differentiators, explains.
The executive emphasizes that the company's founder should focus on building strategies, closing deals, strengthening relationships with clients, and seeking new market opportunities. "It is important to remember, 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 the success of the business. 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 emphasizes that any tactic is more effective when there is a solid foundation. "This involves having commercial awareness, investing in quality training, and having a well-prepared sales team. This effort should come from the business owner and be reflected throughout the entire team," he concludes.
Check out four ways suggested by Jhonny Martins to develop a sales-focused mindset:
For companies looking to grow rapidly, success depends on a well-structured sales strategy. However, this path is not free of challenges. The constant pressure of competition and the difficulty in attracting qualified leads are common obstacles. Without an effective commercial strategy, these problems are enough to block a development journey.
Research dataSales Overview, conducted in 2022 by RD Station, reveal that a large number of companies still underestimate the investment needed in the sales sector. Only 34% have a dedicated person or team for data analysis, while 42% do not even regularly review their sales processes.
According toJhonny Martins, vice-president ofSERAC, a corporate solutions hub, as well as a reference in the accounting, legal, educational, and technology fields, the ability to sell is essential for the success of any company. "This mindset must come from leadership. The first and most important salesperson in a company is the owner himself, who should be at the forefront and understand the value of this skill to drive the business," he states.
According to the executive, the entrepreneur needs to adopt a sales-oriented mindset from the beginning of the business. “At SERAC, we have a clear example. Our parents have always been good salespeople, even before becoming entrepreneurs. This concept must be at the core of any company,” he evaluates.
Jhonny believes that by prioritizing sales, the business owner naturally invests in the elements necessary to strengthen the sales department. Growing quickly requires more than relying on a single person or channel. The ideal is to build a skilled team capable of multiplying knowledge, adding value to clients, and highlighting the business's differentiators, explains.
The executive emphasizes that the company's founder should focus on building strategies, closing deals, strengthening relationships with clients, and seeking new market opportunities. "It is important to remember, 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 the success of the business. 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 emphasizes that any tactic is more effective when there is a solid foundation. "This involves having commercial awareness, investing in quality training, and having a well-prepared sales team. This effort should come from the business owner and be reflected throughout 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 objectives for the short and long term.
- Invest in training: Selling is something that can be learned over time, so ongoing education is key to overcoming challenges.
- Listen to customer demandsGood salespeople are usually good listeners. After all, by understanding the customer's pain, it is possible to offer customized solutions to solve it.
- Use technology to automate and analyze: From social networks to tools like CRM (Customer Relationship Management), there are many possibilities to analyze interactions and offer customized solutions.
