For companies that want to grow rapidly, success lies in a well-structured sales strategy. However, this path is not free from challenges. The constant pressure of competition and difficulty in attracting qualified leads are common obstacles. Without an effective sales strategy, these problems are enough to block a development journey.
Data from the Sales Overview survey, conducted in 2022 by RD Station, reveal that a large number of companies still underestimate the necessary investment in the sales 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, a hub of corporate solutions, as well as a reference in the areas of accounting, legal, educational, and technology, the ability to sell is fundamental to the success of any company. “This mindset must come from leadership. The first and most important salesperson of a company is the owner, who must 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 owner of a company naturally invests in the necessary elements to strengthen the commercial area. “Growing rapidly 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 customers, and highlighting the business differentiators,” he explains.
The executive emphasizes that the company founder should focus on building strategies, closing deals, strengthening customer relationships, and seeking new market opportunities. “It is important to remember, however, that even if the owner has sales skills and inspires the team, they will need a well-trained team. It is essential that the founder understands the importance of sales for the business’s success. Those who overlook 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. He emphasizes, however, 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 must come from the company owner and be reflected in the entire team,” he concludes.
Check out four ways suggested by Jhonny Martins to develop a sales-focused mentality:
For companies looking to grow rapidly, success hinges on a well-structured sales strategy. However, this path is not free from challenges. The constant pressure from competitors and the difficulty in attracting qualified leads are common obstacles. Without an effective sales strategy, these issues are enough to hinder a development journey.
Data from the Sales Overview survey, conducted in 2022 by RD Station, reveals that a large number of companies still underestimate the investment required 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 to Jhonny Martins, vice-president of SERAC, a hub of corporate solutions, as well as reference in accounting, legal, educational, and technological areas, the ability to sell is fundamental for the success of any company. “This mentality must come from the leadership. The first and most important salesperson in a company is the owner, who must be in the frontline and understand the value of this skill to drive the business forward,” he states.
According to the executive, the entrepreneur needs to adopt a sales-oriented mentality from the beginning of the 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 business,” he evaluates.
Jhonny believes that by prioritizing sales, a company owner naturally invests in the necessary elements to strengthen the sales area. “Growing rapidly 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 customers, and highlighting the business’s differentiators,” he explains.
The executive emphasizes that the company founder should focus on building strategies, closing contracts, strengthening customer relationships, and seeking new market opportunities. “It is essential to remember, however, that even if the owner has sales skills and inspires the team, they will still need a well-trained team. It is crucial 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.
According to Jhonny Martins, the sales department can work 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 company owner and be reflected throughout the entire team,” he concludes.
Check out four ways suggested by Jhonny Martins to develop a sales-focused mindset:
- Establish 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 continuous education is the key to overcoming challenges.
- Listen to customer demands: Good salespeople tend to be good listeners. After all, by understanding the customer’s pain points, it is possible to offer customized solutions to solve them.
- Utilize technology to automate and analyze: From social media to tools like CRM (Customer Relationship Management), there are many possibilities to analyze interactions and provide customized solutions.
