What does a Sales Consultant do? Learn about the Profession!

The profession of sales consultant is strategic and crucial for the growth and success of companies in different segments.

With a role that goes far beyond that of a traditional salesperson, the sales consultant is responsible for understanding the specific needs of each client, offering personalized solutions and creating long-term relationships.

As the market evolves and competition between companies increases, this professional becomes a differentiator, helping companies maximize profits and strengthen the customer experience.

In this article, we will discuss what a sales consultant does, what their main skills are and the importance of their role.

We will also explore key sectors for sales consultants, how to become a successful professional, and the opportunities and challenges that this profession offers in the current scenario and in the future.

What is the role of the sales consultant?

O sales consultant acts as an expert in analysis and communication, in addition to being able to directly influence the company's results.

Its role is not limited to selling products or services, but also includes building a relationship of trust with the customer, identifying business opportunities and offering solutions that effectively meet the customer's objectives and expectations.

To do this, the sales consultant needs to master the characteristics of the products or services, understand the profile of the customers and be constantly updated on the trends in the sector.

According to the latest report from Zendesk, companies that invest in personalized service through well-trained consultants see an increase of up to 30% in customer retention rates, reinforcing the importance of a qualified consultant.

The consultant’s role, therefore, goes far beyond the traditional approach.

He works with the marketing and after-sales areas to ensure that each stage of the process is met with quality and efficiency.

Their work is based on a holistic view of the customer and the company, creating a valuable experience at each stage of the purchasing journey.

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What are the main skills of a sales consultant?

To be a successful sales consultant, you need to combine technical skills with interpersonal and analytical skills.

These skills range from clear communication to the ability to handle data and reports that drive strategic decisions.

#Effective Communication:

Knowing how to listen to your customers and communicating clearly is essential. According to a Salesforce survey, 921% of consumers expect a personalized experience.

The sales consultant must therefore adapt his communication to individual needs, creating a connection that inspires trust and facilitates problem solving.

#Product Knowledge:

To sell effectively, the consultant needs to have in-depth knowledge of what he or she is offering.

With good product knowledge, he can answer questions accurately and offer more assertive recommendations, increasing the chances of success.

#Negotiation:

Knowing how to negotiate is one of the distinguishing features of this profession. Sales consultants need to find a balance between the value offered to the client and the company's objectives, aiming for a mutually beneficial relationship.

#Data Analysis:

With the increasing use of digital tools and performance reporting, the ability to interpret data has become essential.

Companies that use data analysis in their sales strategies can increase their growth by up to 23% compared to competitors, according to McKinsey.

#Empathy and Relationship:

This professional is an expert in building and maintaining relationships.

This skill involves an understanding of customer needs and the ability to offer solutions that make sense in the long term.

How to become a successful sales consultant?

Being an outstanding sales consultant requires constant learning and practice.

In addition to sales training and marketing, specific courses on consumer psychology and relationship management help to understand consumer motivations and behavior.

According to the Brazilian Association of Training and Development (ABTD), 67% of consultants who invest in continuous qualification increase their closing rate by up to 40%.

A structured daily practice and familiarity with CRM (Customer Relationship Management) tools help the consultant to organize customer information and offer more effective service.

Marketing automation tools are also increasingly used by consultants to align sales actions with customer demands and optimize time.

“A sales consultant transforms every interaction into a unique and relevant experience for the customer.” — [Sarah Miller, sales management expert]

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Sectors with the highest demand

Although sales consultants can work in virtually any sector, some areas are in greater demand and offer better opportunities for pay and growth.

1. Technology: This sector requires a specialized sales consultant with the skills to understand and explain complex technological solutions. The IT sector demands consultants who know the technical specifics of the products and their applicability in the day-to-day life of customers.
2. Health and Pharmaceutical: Medical and pharmaceutical products require a highly consultative sales approach. The consultant in this sector must have technical knowledge and ethics, as they often deal with sensitive products.
3. Real Estate: The real estate market demands consultants who act with empathy and transparency, especially since it involves long-term, high-value sales. Building a relationship of trust is one of the main focuses of this sector.
4. Financial Services: In the financial area, the sales consultant needs to understand the client's needs and concerns in order to offer products such as investments, insurance and financing. Technical knowledge and interpersonal skills are essential.

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Market opportunities and prospects for the sales consultant

The career of sales consultant is on the rise. According to the US Bureau of Labor Statistics, the demand for skilled sales professionals in the United States has increased by approximately 20% over the past five years.

This growth reflects the appreciation of consultative services, recognized as a competitive advantage in a market increasingly focused on customer experience.

In Brazil, ABTD highlights the sales sector as one of the fastest growing, especially with the expansion of e-commerce and new market niches.

Companies willing to invest in qualified sales consultants record an increase of up to 50% in sales, which shows how the performance of a good consultant can directly impact results.

Sales Consultant vs. Salesperson: What's the Difference?

Although often confused, sales consultants and salespeople have distinct functions.

The traditional salesperson tends to focus on quick closing and numerical goals, while the sales consultant takes a more strategic approach, aiming to build a relationship of trust.

This difference allows the consultant to act as a true partner to the client, offering personalized solutions that go beyond the product itself.

Its focus is on the added value it can provide, creating an experience that builds customer loyalty.

In short, while the salesperson is more focused on the quantity of sales, the sales consultant aims at the quality of the relationship with the customer.

How much does a sales consultant earn?

A sales consultant's remuneration is generally variable, consisting of a base salary and commissions.

In Brazil, the average salary of a sales consultant ranges from R$3,000 to R$5,000 per month, with the possibility of an increase based on commissions.

In the United States, the annual average is approximately US$ 50,000, while consultants in areas such as technology can earn much more.

The Future of the Profession

With digitalization and digital transformation in companies, the sales consultant gains even more importance.

Automation, AI and predictive analytics tools allow sales consultants to offer even more targeted service, analyzing data to better understand customer behavior and predict future needs.

Studies show that companies that adopt artificial intelligence technologies in their sales areas have an increase of up to 40% in efficiency. This scenario suggests that