According to the report “The Sales Scenario in Brazil”, high-performing salespeople always put customers first
The report “The Sales Scenario in Brazil 2022”, released by Linkedin, pointed out that, with the need for digitalization and improvement of technologies driven by the pandemic, the B2B sales sector was permanently impacted.
The study points out that sellers intend to increase, at least, 63% the use of technological solutions in their companies this year, compared to 2021.
In addition, the report also highlighted professionals who invest in data intelligence and bet on digital tools and training to put customer priorities ahead of the business. Among the specific tools most used by respondents are virtual collaboration/presentation (61%), CRM (58%), sales planning (56%) and sales intelligence (53%).
LinkedIn data also shows that CRM skills are highly valued by employers and, therefore, being able to use this resource intelligently is a skill that tops the list of preferences.
With sales and revenue operations increasing, data is playing a central role in how organizations plan for the future, from allocating territories to targeting accounts, industries and geography. As this intelligence becomes a reality, more than half of salespeople (53%) consider incomplete data as the biggest challenge and the other two main adversities on the subject are inaccurate market data (46%) and outdated information in CRM (43%).
“We know that virtual sales are a reality in today’s world and, for transformations in this sector to occur, it is not enough to implement a technology and make it mandatory, it is necessary to count on the support that involves both technical skills and human resources trained to translate customer needs,” said Sandro Carsava, Head of Sales Solutions at LinkedIn in Latin America.
The study also found 52% of respondents have increased efforts to expand their connections on LinkedIn in 2021 and that working closely with marketing is a good performance strategy, as 73% of top performers said that leads were “excellent”.
“The best performing sales teams understand that marketing in all its forms – from brand building to lead generation – is critical in helping to ensure that sellers reach buyers who are already halfway through their journey.” , explained Carsava.
The survey also found that using tools that analyze purchase intent to find customers ready to close deals in the short term is increasingly central to the selling process, and nearly all salespeople (95%) said determining customer intent buyer is important to your organization.
