THE need to address the yawning knowledge gap in the art of selling and provide a platform for practitioners  to further increase their skills has been identified as one of the reasons that informed the introduction of the  Sales Performance Summit, organised annually by Profiliant Development Services, one of the nation’s sales and business development firms.
Speaking in Lagos on this year’s summit,  scheduled for Lagos, on September 6, the company’s Chief Executive Officer, Mr Oliver Nnona, explained that sales and marketing personnel in Nigeria were increasingly finding it difficult to sell values to company’s chief executives, who, in most cases take business decisions.

“The young ones freeze before companies’ chief executives, who are in charge of decision making, absolutely because they lack the necessary skill to sell values. They don’t know how to pass on those sales messages to business executives,” he stated.

According to him, this year’s e-summit, tagged ‘Selling to the C-Suite: Understanding how senior executives make buying decisions,’ will seek to discover the power, passion and excitement of professional selling.

The forthcoming summit, which he explained, was targeted at sales and business professionals seeking knowledge and its application in the sales processes, field sales professionals, marketing managers, corporate sales executives, amongst others, would also address other issues facing marketing and sales.

Nnona noted that capacity building for sales professionals had become imperative in achieving their set objectives, while stressing the need for people to understand that selling was about skills and processes.

He also disclosed that an impressive array of sales experts from across the globe would feature as facilitators, adding that the participants would not only be exposed to global best practices and tested knowledge, but also be privileged to learn from the success stories of the speakers.

Leading the team of facilitators at the event is  the Vice President, Miller Heiman Inc., USA, Mr Roger Snow. A result-oriented leader with more than 15 years experience in business analysis, strategic planning, performance measurement and overall sales and financial management.

Other speakers are: Lead Consultant, Africa and Middle East, McGhee Productivity Solutions, Mr Lanre Onasanya and  Sloan Fellow and Expert on Business Acumen, Dr Maxwell Ubah, among others.