In today’s fast-evolving African market, building a high-performing sales team requires more than targets; it demands structure, trust, and cross-functional alignment. Jenny Daniels, a dynamic sales leader, has mastered this balance. In this conversation, she shares insights from her journey, the challenges she’s overcome, and the strategies behind transforming scattered efforts into a unified, high-impact sales force.
Q: Can I meet you?
A: I am the oldest of three children, and from a young age, I was drawn to both science and storytelling. As a child, I served as a lay reader in church, which helped me develop confidence in public speaking. I also loved writing fiction, which allowed me to express creativity. That blend of logic and imagination continues to shape how I think and lead today.
I studied History and Education at Imo State University and graduated among the top students in my department. In hindsight, my perfectionism was rooted in insecurity, but I have since learned to channel that into a drive for excellence and leadership.
Q: How did your career in sales begin?
A: My journey started as part of a solutions sales team. It was a fast-paced and entrepreneurial environment, and I learned a lot by doing. That experience gave me a strong foundation in resilience. I later joined Healatech NG and currently work at PayPro Solutions under the leadership of Phillip Akogwu, a respected fintech leader. He recognized my ability to bring structure and clarity, and that opened the door for me.
Q: What did you encounter when you joined PayPro?
A: I found a sales team that needs alignment. Everyone was trying to sell everything to everyone. I immediately began introducing structure. We implemented vertical-specific ownership so each sales representative could take charge of a focused area. One of my earliest major engagements was leading a complex deal to automate revenue and school management systems for all tertiary institutions in Kaduna State. It involved navigating political dynamics and building trust across multiple stakeholders. That deal remains a career highlight. Since then, we have secured partnerships with institutions like the FRSC and delivered over ₦850 million in recurring revenue.
Q: What would you say are the secrets to building a world-class sales team?
A: First, I believe sales should be a gravitational force within the organization, not a siloed function. At PayPro, we positioned sales at the center. Engineers joined calls, product teams aligned with us, and marketing became a key partner. We also held Top Achievers events to celebrate everyone involved in the sales journey, from design to support. That collective ownership transformed our performance.
Q: How did you manage the marketing relationship?
A: We stopped viewing marketing as just a tool for awareness and instead made them co-owners of the pipeline. We aligned on a shared metric—pipeline contribution—which strengthened the partnership. Marketing became just as invested in sales outcomes as we were, and our efforts became more cohesive and impactful.
Q: What was your approach to team culture?
A: Culture was non-negotiable. We prioritized trust and empathy. We made difficult decisions to protect a healthy environment, even letting go of top performers who disrupted team harmony. Our managing director once said, “If you miss your numbers, we’ll recover. If we lose our culture, we are finished.” That philosophy guided our leadership. One of our top sales reps today was mentored and supported by the team from the beginning. That would not happen in a toxic environment.
Q: What was your sales philosophy?
A: Frictionless sales. We focused on making it easy for buyers; clear documentation, smooth onboarding, and responsive service. We treated customers like people, not just leads. I remember a company that could not close a deal due to budget constraints. They were facing challenges, so we sent a handwritten note and a bottle of wine just to show empathy. Months later, they came back to us. Sales is fundamentally human.
Q: Can you share a difficult leadership moment?
A: There was a quarter where things were tough; performance was down, and the team was exhausted. I initially tried to push harder, thinking hustle would fix it. But a colleague told me, “Right now, they need your calm more than your hustle.” That shifted my approach. I chose steadiness, and while we did not meet all our KPIs, we stayed grounded. That stability made a difference.
Q: What is one principle you live by in your career?
A: A quote I hold dear is, “The privilege of a lifetime is being who you are.” At PayPro, I got to be a storyteller, a strategist, a builder, and a connector. When people are empowered to bring their full selves to work that is when real magic happens; beyond what numbers alone can explain.
Jenny Daniels’ journey underscores that world-class sales teams are not built on individual brilliance alone, but on culture, structure, and shared purpose. Her experience offers a blueprint for sales leaders navigating fragmented markets; proving that when people, process, and purpose align, extraordinary results follow.
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