Broadcasting
Insights and Guidelines for Managing Your Sales Team
By Kunle Adebiyi
The right sales team is a critical factor that determines sales success and revenue growth for an organization. Your sales force isn’t just a group of people, it’s an engine that can propel your organization to get better results and bigger profits. This means that there is a connection between the sales team, the customers and the organization. A highly functional sales team is made of good salesmen and women and the right sales lead. Thus, the ability to develop a top-performing sales team falls on one person — the sales manager.
The sales team structure is an essential component in determining the success of an organization. With over 25 years of experience in consulting, managing sales operations, and developing new businesses across telecommunications, and other industries, I’ll be sharing a few sales tips that can enable you to manage a sales team and invariably close more deals.
The onboarding process is crucial
First, it is important to have a successful onboarding procedure for new sales representatives. Onboarding helps link the overall sales force capacity and staffing. Research shows that the businesses that properly onboard new sales team entrants achieve their profit goals 14% more successfully and have average sales growth rates that are 10% higher. New hires need to be in sync with recent features and updates about business products and services and are knowledgeable about how the product functions. A knowledgeable sales team is profitable, but this begins with an intentional onboarding process.
Ineffective onboarding may have unintended effects on hiring and turnover, such as prolonging firing decisions and stalling hiring while new salespeople become accustomed. As such, the success of your sales team hinges on this process. Pfizer Products PLC like most pharmaceutical companies in Nigeria has been big on its salesmen induction processes. It is during induction that the basic selling processes are taught and the fire of sales gets ignited in the newcomers. The likes of Doctor Adebodun Sanyaolu, Mr Lere Baale, now a Professor and the CEO of Business School Netherlands and a host of others will take their time to educate the newly hired salesmen on various modules ranging from an in-depth understanding of the company, the products and the competition. You cannot compete successfully without a full understanding of your position in the market relative to your competitors
Automate the processes
Next, acquire industry tools that help automate repetitive and unproductive tasks. Sales productivity is a lot easier if the team is not impeded by tasks that do not necessarily help achieve the overall target. Over 400 sales professionals with director-level ranks were surveyed for a 2017 report by CITE Research, and the results showed that most respondents use an average of 11 sales tools. The #1 “most valuable tool in increasing the effectiveness of a sales team” among those tools, according to the survey, was CRM platforms, which received 4.6 out of 5 ratings. The use of a CRM streamlines the sales process by enabling your sales teams to track prospect activity, engage and follow up with customers, and automate routine processes. The trigger enables reps to respond more rapidly while exerting less effort.
Sales productivity in the field demands a certain level of structure. It requires the sales team to organize their daily schedules. Once the necessary tasks have been listed, they must be prioritized. How many repetitive tasks do your reps perform each day? Your sales reps will have more unproductive tasks and less time to sell if you are not deliberate about automating processes and reducing redundancies. The scheduling and structure of a sales representative’s day are also incredibly essential. Create an effective structure and share it with the team. With Omatsola Barrow, Managing Director, Tingo, selling does not just happen. Results happen as an outcome of various activities that the salesmen engage in at the right time. This is the reason why he introduced the Sales Conference activities as the gateway into each sales year.
Also, always include enough life in your work-life balance to make your career meaningful!
Communication will ALWAYS be key
In my experience, the key competency for sales managers is communication. Schedules are far more difficult to organize than they are for sales teams, which means that more communications take place via phone conversations than in person. Managers need to regularly check in with the sales team to learn about their attitudes and performance to boost productivity. Having salesmen across a country like Nigeria is even riskier. Salesmen can easily default to the attitude of the forgotten. If Managers do not speak to team members spread across remote territories, they will assume that they have been forgotten and this impacts their productivity. It works like magic to call on some weekends to check up on your salesmen spread far and wide. It’s always a good idea to organize a one-on-one meeting in addition to checking in, especially post-covid. Always make sure to inquire about how you can increase their productivity. A simple ‘How can I help?”, may go a long way.
It is vital to also acknowledge successes and hard work openly.
Avoid Micromanaging
While leading a sales team requires strong leadership skills, avoid micromanaging the group. For example, while it is important to set deadlines and targets, you do not want to control how they get it done. Leaders that micromanage their staff often lack faith in the team’s abilities to stay focused and meet objectives. This will erode employee trust and motivation.
After agreeing on the numbers, salesmen need to come up with smart plans for achieving the numbers. Conversations are easier when the targets are being met. This unfortunately is not always the case. Managers must avoid dictating solutions but teasing out homegrown solutions from the salesmen in their various territories. The best way to do this is by asking probing questions and listening effectively. Mazen Mroue, MTN Group Chief Technology and Information Officer will always ask, “What more can you do ?” As short as this question is, the embedded power to stimulate thinking is huge.
Remain human
Finally, remain human. Sales managers get so focused on hitting targets, that they sometimes lose sight of the people they work with. These tips have helped me in managing diverse sales teams, implementing global operating plans, supporting product development, customer value management, and brand management. They have helped in revenue-creating processes, increasing market share, applying revenue-generating plans, and leading growth strategies across teams.
Messages like this “You are the best… I can not stop telling people about you, You made me who I am today… You trained me to be hardworking and creative” sent via WhatsApp by Dolapo Kehinde of 9mobile to me are simple testimonies that great results can still be delivered through disciplined execution without leaving blood on the tarmac.
Kunle Adebiyi is an award-winning business leader dedicated to helping corporate organizations achieve scale through excellent sales growth and channel development.
Showmax, in partnership with Lion Forge Entertainment, has announced that the highly anticipated animated series Iyanu will premiere exclusively in Africa on 13 June 2025.
The African streamer also released the official trailer, giving audiences a glimpse into the captivating story based on Nigerian culture and mythology. The entire first season will be available to binge across 44 African countries.
Adapted from Roye Okupe’s graphic novel series Iyanu: Child of Wonder—published by YouNeek Studios and Dark Horse Comics (the powerhouse behind The Umbrella Academy and Hellboy) – the show is helmed by Okupe himself, who was born and raised in Nigeria and now serves as creator, executive producer and showrunner. The series is produced by Lion Forge Entertainment, a leading Black-owned animation studio in North America.
Drawing on Nigerian culture, music, and mythology, the animated series follows Iyanu, a brave young orphan living in the magical kingdom of Yorubaland. While studying history and ancient arts, she yearns for a normal life—until a looming threat awakens divine powers not seen since the legendary Age of Wonders. Accompanied by newfound friends Biyi, Toye, and a magical leopard named Ekun, Iyanu sets out to uncover the source of this evil, unlocking her destiny along the way.
Dr Busola Tejumola, Executive Head of Content and Channels West Africa, said “Iyanu brings Nigerian culture and mythology to life in an exciting and authentic way. We are proud to be the home of its African premiere and can’t wait for audiences across the continent to experience this epic adventure on Showmax.”
Lion Forge Entertainment CEO and Founder David Steward II shared, “We’ve witnessed the dedication and heart that Roye Okupe and our entire team have poured into this series, and we’re all excited to see it premiere on Cartoon Network, Max, and Showmax soon. Iyanu represents a major leap forward in our commitment to telling culturally rich stories that resonate with audiences around the globe, and we’re confident audiences will share in our excitement.
The talented all-African Iyanu voice cast includes Serah Johnson as Iyanu; Okey Jude as Biyi, Iyanu’s carefree adventurer friend; Samuel Kugbiyi as Toye, Iyanu’s bookworm companion; Adesua Etomi-Wellington as Olori; Blossom Chukwujekwu as Kanfo, Toye’s father; Stella Damasus as Sewa; Shaffy Bello as Emi – The One Mother; and Ike Ononye as Elder Alapani.
Showcasing Iyanu’s global reach, the series will first premiere in the US on Cartoon Network on 5 April 2025 at 9:30 AM ET/PT and stream on Max the next day. ITVX will also debut the series in the UK and Ireland this summer.
The show’s executive producers are David Steward II, Stephanie Sperber, Kirsten Newlands and Matt Heath from Lion Forge Entertainment, Roye Okupe of YouNeek Studios, Erica Dupuis of Impact X Capital, Ryan Haidarian of Forefront Media Group and Doug Schwalbe of Superprod.
For the first time in Africa, radio is no longer just about listening to music and advertisements; it’s added shopping.
KongaFM -103.7, Nigeria’s pioneering Hit Music & Commerce radio station, is set to change the way Nigerians buy and sell with the official launch of “Shop On Radio” on Monday, February 24, 2025.
This is a game changer at a time when the NCC approved an increase in data costs by 50%.
This groundbreaking initiative, powered by an innovative partnership between KongaFM and Konga.com, turns live radio broadcasts into an interactive shopping experience, allowing listeners to place orders seamlessly, even without expending much cash on data.
Nigerian shoppers now have more options with Konga.com, and most importantly, they can enjoy unbeatable prices on all items announced live on radio.
Plus, customers in Lagos can benefit from same-day delivery for orders placed before 12 noon.
Shoppers are encouraged to open a wallet with Kongapay.com as stock may be limited and orders shall be treated on a first-come, first-served basis upon payment.
According to Mayowa Oladeji, Communications Lead at KongaFM, this marks a major shift in the e-commerce landscape.
“For the first time in Africa, radio is becoming an interactive shopping destination, bringing together millions of listeners and turning them into instant shoppers.
We urge manufacturers and business owners to seize this opportunity by reaching out via WhatsApp, email, or Konga.com to showcase their products to a ready market.
Thanks to our innovative partnership, customers in Lagos who order during the show will enjoy guaranteed best prices and same-day delivery, while we conclude logistics for same-day delivery in other major cities of Nigeria before the month of June this year, making shopping faster and more convenient than ever.
This is a component of the future of commerce in Africa powered by KongaFM -103.7, streaming globally on kongafm.com 24 hours every day”
How It Works
Listeners can tune in to “Shop On Radio” every morning from 7:00 AM – 8:00 AM and again in the evening from 5:00 PM – 6:00 PM.
Products will be announced live on air, often with exclusive discounts, and customers can place orders instantly via WhatsApp or Konga.com.
A KongaFM representative confirms the order, and for Lagos-based shoppers, delivery is completed the same day; a service made possible by Konga Logistics’ expanded fleet of 140 trucks, buses, and over 120 motorbikes.
Beyond Lagos, Nigerians across the country, and even in the diaspora, can participate by streaming live at kongafm.com, ensuring that no one is left out of this retail revolution.
A Win-Win for Shoppers and Businesses
With high internet costs, trust issues, and logistical inefficiencies still posing challenges to e-commerce in Nigeria, Shop On Radio offers a data-free, fast, and trusted alternative for both buyers and sellers.
For shoppers, this means exclusive deals, quick and easy WhatsApp ordering, and guaranteed same-day delivery in Lagos. For businesses, including manufacturers, distributors, retailers, and SMEs, this is a golden opportunity to reach a massive, engaged audience instantly and boost sales in real time.
Shoppers and merchants beyond Lagos can also seamlessly place orders or advertise their businesses, with Konga Logistics ensuring timely and efficient nationwide delivery.
To further enhance the experience, Konga.com has upgraded its call center to handle increased order volumes, ensuring smooth transactions and customer support.
More Than Just Shopping—A 24/7 Experience
KongaFM is more than a marketplace; it’s a dynamic platform designed to cater to diverse audiences.
The station kicks off each day from 5 – 7 am with Morning Inspiration, featuring the best global gospel music with uplifting words to start your day blessed, captioned -Start your Day with God, and the same All Sundays. It is inspiring for entrepreneurs, students, the unemployed, the employed, and those who are retired. It is unbelievable these contents are domiciled in a Nigerian radio station powered by AI, ensuring a well-rounded listening experience beyond commerce.
KongaFM 103.7, in support of a new economy, is also extending free advertisement to both big, medium, and small businesses to showcase their products. Interested companies are advised to call 07080635705 or email [email protected]
The future of shopping is here. Don’t just listen. Shop, sell, and save; all on KongaFM -103.7!
Federal Government of Nigeria has marked a significant milestone on Friday, 14th February 2025, by breaking ground for the construction of the Sustainable & Emerging Technologies Institute (SETI).
This institute, under the aegis of the National Agency for Science and Engineering Infrastructure (NASENI), aims to ensure the socio-economic wellbeing of future generations. The groundbreaking ceremony was held at the Bayero University Kano (BUK) New Campus.
Mr. Khalil Suleiman Halilu, Executive Vice Chaiman/Chief Executive Officer (EVC/CEO) of NASENI, during the Ground-breaking ceremony held at the Bayero University Kano (BUK) New Campus said the new institute sits on 30 hectares of the BUK land to be built, featuring state-of-the-art facilities, including innovation hubs devoted to Artificial Intelligence and other cutting-edge technologies, complemented by reliable power supply. “NASENI will fully build and equip and support the new Institute” said the EVC/CEO.
The future of socio-economic development for nations rests on human creativity, innovation and cooperation, Artificial intelligence, robotics amongst others.
Halilu said that the establishment of SETI in Nigeria is to rapidly respond to the waves of young people globally revolutionizing world economies with unprecedented emergence of socio-economic frontiers as by-products of innovations and ingenuities of these young minds.
“We in NASENI are firm believers in the potential of young Nigerians to be the prime catalysts of the type of transformation that Nigeria requires. And we will do everything within our powers to support them to fulfil this important responsibility”
“We are gathered here today to kickstart a project that will transform the lives and careers of future generations of young Nigerians. The Sustainable & Emerging Technologies Institute (SETI), located at the Bayero University Kano (BUK) by NASENI. This is very much in line with our operating principles; what we call our 3Cs: Collaboration, Creation, and Commercialization. These 3Cs are the principles that passionately drive us and guide the work that we do to ensure the industrialization of Nigeria in line with the Renewed Hope agenda of President Bola Ahmed Tinubu.”
SETI will produce innovators, technologists, entrepreneurs who will make their mark not just in Nigeria but around the world. “I’m eagerly looking forward to the day, not too long from now, when the Institute’s first set of beneficiaries will astonish the world with what they’re capable of accomplishing. These stories will put not just BUK on the global innovation map, but also Kano State and the entire Nigeria” said Halilu.
While carrying out the symbolic foundation laying ceremony of the institute as Special Guest of Honour, the Minister of Innovation, Science and Technology, Chief Uche Geoffrey Nnaji, described the project as not only laudable but NASENI’s another way of fast-tracking the placing of Nigeria on the global map of innovation and industrialization. The minister called the project an “ace project” and a pointer to secure a veritable socio-economic development for the nation.
In his goodwill message, the Vice Chancellor of BUK, Professor Sagir Adamu Abbas described the new institute as a vehicle for bringing together the three critical tripods for economic and sustainable development for nations, that is, the government, academia and industry. He described the ground-breaking event as the beginning of Nigeria’s journey in pursuit of sustainable development, massive job creation opportunities for the youths, and that the BUK was delighted to be host to such laudable initiative and momentum.
There is also, in addition to SETI, a second NASENI project for BUK is an Agri-preneurship Training Hub, that will be equipped with modern greenhouses, and facilities for Soil-less Farming, and Tissue Culture; occupying 10 hectares of land at the Old Campus. These projects collectively represent what NASENI stands for, that is, building capacity, advancing industrialization, supporting economic growth and prosperity.
NASENI appreciates the Government and people of Kano State, and the Vice Chancellor, management and students of Bayero University Kano (BUK), for all the support. Special gratitude goes to the Honourable Minister of Innovation, Science and Technology, Chief Uche Geoffrey Nnaji, the Special Guest of Honour.
NASENI thanked members of the National Assembly for their support, especially the NASENI oversight Committees in both chambers. And of course, President Bola Ahmed Tinubu, who has given NASENI the opportunity to serve Nigeria through his unwavering demonstration of commitment to the success of the Agency.
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