In an increasingly dynamic and competitive sales environment, the continuous updating of professionals in the commercial sector has become a decisive factor for success. The sector requires in-depth knowledge of products, tendências do mercado e técnicas eficazes de negociação para destacar-se perante a concorrência
Uma das principais estratégias recomendadas para otimizar resultados e melhorar a gestão de clientes é a implementação de softwares de CRM (Customer Relationship Management). This technology enables more efficient tracking of the sales funnel, enables personalized service and contributes to customer loyalty
According to Paulo Nauiack, President of the Regional Council of Commercial Representatives of Paraná (CORE-PR), customer relationship management is one of the main benefits that sales CRM brings to industries. With this tool, all customer interactions, from the first contact to the closing of an order, are centralized in a single place. This allows the sales team to have a complete view of the purchase history, preferences and needs of each client, facilitating the service and making it more personalized, explica Nauiack
Beyond automation and data analysis, the personalization in service remains one of the essential pillars for commercial success. Adapting the approach to each client's specific needs creates a closer relationship and builds trust, resulting in higher sales conversion. According to a PwC study (2024), 73% of consumers consider the shopping experience as important as the quality of the product or service offered
Another crucial point for professionals in the field, according to Nauiack,é o desenvolvimento de um networking eficaz: “Participar de eventos do setor, utilizar plataformas como LinkedIn para interações estratégicas e manter contato frequente com clientes e parceiros comerciais são ações que fortalecem a presença no mercado e ampliam as oportunidades de negócios
The growth of e-commerce and the digital environment has also significantly impacted the role of representatives . With the growth of online sales, understanding and applying relationship marketing and inbound sales strategies has become essential.
The Brazilian e-commerce revenue exceeded R$ 200 billion in 2024, with growth exceeding 10%, driven by AI-powered personalization, que aumentou vendas e fidelização. By 2025, a ABComm prevê faturamento acima de £ 234 bilhões (+15%), average ticket of R$ 539,28 and three million new buyers
To stay relevant and competitive, the sales professional must continuously invest in training and innovation. Update courses, training in new technological tools and monitoring industry trends are differentiators that ensure growth and prominence in the market, affirms the president of CORE-PR
Tips and strategies for sales professionals
- The competition in the commercial representation sector requires constant updates on products, market trends and sales techniques
- Some best practices include using CRM for customer management, personalisation in customer service and development of effective networking
- The adaptation to the digital environment and e-commerce becomes essential, with an emphasis on relationship marketing and customer loyalty
