Sales Consultant: what they do, how much they earn and how to hire the ideal professional
Posted: Sun Dec 22, 2024 8:44 am
In the world of B2B sales, the sales consultant is like an experienced navigator , who helps companies navigate seas of uncertainty and opportunities.
Just as a navigator plots precise routes and avoids obstacles to take a ship to its destination, the consultant guides clients and companies on the right path, offering strategic solutions that guarantee success.
In times of digital transformation, where consumers are increasingly informed and demanding, this professional becomes essential to guide organizations towards their goals.
But what exactly does a sales consultant do, how much uk email address list do they earn, and how do you hire the ideal professional? Let's find out.
What is a Sales Consultant?
The sales consultant is a professional specialized in identifying customer needs and offering personalized solutions , acting far beyond a simple commercial transaction.
Unlike the traditional salesperson, who focuses exclusively on closing sales, the sales consultant plays a facilitator role, helping the customer make informed decisions.
He understands the market, knows the customers' pain points and aligns this information with the solutions his company offers.
As Paulo Krieser, CEO of Econodata, highlighted during episode 14 of the Roda da Prospecção podcast : “The sales consultant should be seen as a strategist. He doesn’t just sell a product, but solves problems in a consultative way.”
What does a Sales Consultant do?
The sales consultant plays a strategic and consultative role in the B2B sales process, going beyond the traditional functions of a regular salesperson.
It acts as a facilitator , guiding the customer throughout the purchasing journey and offering personalized solutions that meet the specific needs of each company.
Among its main responsibilities are:
Prospecting for new clients : The consultant identifies and approaches potential clients, using prospecting tools to target companies that have the ideal profile. Here, the objective is to generate qualified leads and initiate commercial conversations that have a high probability of converting into sales.
Understanding customer needs : A good sales consultant focuses on deeply understanding the challenges and goals of their customers. This includes asking the right questions to identify the pain points and opportunities that your solution can address. This step is crucial to building trust and delivering a tailored solution.
Development of customized solutions : Unlike a salesperson who simply offers products or services, a sales consultant develops proposals that solve specific problems. He adapts the solutions offered so that they are aligned with the client's context and goals, which increases the chances of success.
Negotiation and closing sales : In addition to presenting the value proposition, the consultant needs to be skilled at negotiating to adjust details such as deadlines, payment terms and scope of service. The negotiation stage requires the consultant to have in-depth knowledge of the market, the competition and the benefits of the product or service they offer, ensuring that the client sees the value of the solution.
After-sales and relationship building : The sales consultant’s job doesn’t end with the closing of the deal. They follow the implementation of the solution and provide support during use, helping the customer get the most out of it. This ongoing relationship builds trust and can generate future sales and referrals.
The sales consultant is, therefore, a strategist focused on creating value for the customer, building personalized solutions and ensuring a positive purchasing experience.
How much does a Sales Consultant earn?
A sales consultant's salary varies depending on the region, sector of activity and experience.
According to data from portals such as Vagas, Glassdoor and Infojobs, the average salary of a sales consultant in Brazil varies between R$3,000 and R$6,000 per month, depending on the location and the commission model .
For example, in more specialized sectors, such as technology or high value-added industries, salaries can be significantly higher. The Southeast region, especially São Paulo, usually offers the best salaries.
Additionally, commission models vary, reaching up to R$3,000, which can substantially increase earnings, especially for those who manage to exceed their goals.
How to hire a Sales Consultant?
Hiring a sales consultant requires special attention to the characteristics and skills that this professional must have, in addition to choosing the hiring model that best suits your company's profile.
A good sales consultant can make all the difference in business revenue, so it is essential to make a strategic choice from the beginning.
Characteristics and skills that companies should look for
First of all, it is important to understand which skills and behaviors are essential for the success of a sales consultant.
Some essential features include:
Good communication : The consultant must be able to convey ideas clearly and persuasively, both to clients and to the internal team.
Empathy : Understanding the customer's needs and pain points is crucial to offering tailored solutions.
Negotiation Skills : The consultant needs to be skilled at negotiating business terms, balancing the company's interest with the client's expectations.
Market knowledge : Have a deep understanding of the sector in which you operate, competition, and the main B2B sales trends.
Just as a navigator plots precise routes and avoids obstacles to take a ship to its destination, the consultant guides clients and companies on the right path, offering strategic solutions that guarantee success.
In times of digital transformation, where consumers are increasingly informed and demanding, this professional becomes essential to guide organizations towards their goals.
But what exactly does a sales consultant do, how much uk email address list do they earn, and how do you hire the ideal professional? Let's find out.
What is a Sales Consultant?
The sales consultant is a professional specialized in identifying customer needs and offering personalized solutions , acting far beyond a simple commercial transaction.
Unlike the traditional salesperson, who focuses exclusively on closing sales, the sales consultant plays a facilitator role, helping the customer make informed decisions.
He understands the market, knows the customers' pain points and aligns this information with the solutions his company offers.
As Paulo Krieser, CEO of Econodata, highlighted during episode 14 of the Roda da Prospecção podcast : “The sales consultant should be seen as a strategist. He doesn’t just sell a product, but solves problems in a consultative way.”
What does a Sales Consultant do?
The sales consultant plays a strategic and consultative role in the B2B sales process, going beyond the traditional functions of a regular salesperson.
It acts as a facilitator , guiding the customer throughout the purchasing journey and offering personalized solutions that meet the specific needs of each company.
Among its main responsibilities are:
Prospecting for new clients : The consultant identifies and approaches potential clients, using prospecting tools to target companies that have the ideal profile. Here, the objective is to generate qualified leads and initiate commercial conversations that have a high probability of converting into sales.
Understanding customer needs : A good sales consultant focuses on deeply understanding the challenges and goals of their customers. This includes asking the right questions to identify the pain points and opportunities that your solution can address. This step is crucial to building trust and delivering a tailored solution.
Development of customized solutions : Unlike a salesperson who simply offers products or services, a sales consultant develops proposals that solve specific problems. He adapts the solutions offered so that they are aligned with the client's context and goals, which increases the chances of success.
Negotiation and closing sales : In addition to presenting the value proposition, the consultant needs to be skilled at negotiating to adjust details such as deadlines, payment terms and scope of service. The negotiation stage requires the consultant to have in-depth knowledge of the market, the competition and the benefits of the product or service they offer, ensuring that the client sees the value of the solution.
After-sales and relationship building : The sales consultant’s job doesn’t end with the closing of the deal. They follow the implementation of the solution and provide support during use, helping the customer get the most out of it. This ongoing relationship builds trust and can generate future sales and referrals.
The sales consultant is, therefore, a strategist focused on creating value for the customer, building personalized solutions and ensuring a positive purchasing experience.
How much does a Sales Consultant earn?
A sales consultant's salary varies depending on the region, sector of activity and experience.
According to data from portals such as Vagas, Glassdoor and Infojobs, the average salary of a sales consultant in Brazil varies between R$3,000 and R$6,000 per month, depending on the location and the commission model .
For example, in more specialized sectors, such as technology or high value-added industries, salaries can be significantly higher. The Southeast region, especially São Paulo, usually offers the best salaries.
Additionally, commission models vary, reaching up to R$3,000, which can substantially increase earnings, especially for those who manage to exceed their goals.
How to hire a Sales Consultant?
Hiring a sales consultant requires special attention to the characteristics and skills that this professional must have, in addition to choosing the hiring model that best suits your company's profile.
A good sales consultant can make all the difference in business revenue, so it is essential to make a strategic choice from the beginning.
Characteristics and skills that companies should look for
First of all, it is important to understand which skills and behaviors are essential for the success of a sales consultant.
Some essential features include:
Good communication : The consultant must be able to convey ideas clearly and persuasively, both to clients and to the internal team.
Empathy : Understanding the customer's needs and pain points is crucial to offering tailored solutions.
Negotiation Skills : The consultant needs to be skilled at negotiating business terms, balancing the company's interest with the client's expectations.
Market knowledge : Have a deep understanding of the sector in which you operate, competition, and the main B2B sales trends.