As artificial intelligence continues to redefine work across sectors globally, a leading figure in West Africa’s commercial landscape says African companies must begin taking AI integration seriously—or risk becoming irrelevant.

Kayode Kolawole, Director of Sales at Nagode Industries Limited, believes the next decade will prove decisive for companies in sales-driven industries, particularly those that fail to adapt to digital systems and intelligent technologies.

In a sit-down with Vanguard Business, Kolawole warned that while AI is often treated as a buzzword or a far-off concept, its implications for business survival are both real and immediate.

“The disruption is already underway,” he said. “AI is not the future—it’s the present. We’re seeing it shape everything from how we generate leads to how we engage with customers and manage operations. The companies that fail to build an AI roadmap will fall behind—some will disappear entirely.”

Kolawole, who has spent nearly 30 years working across chemical manufacturing, sales, and distribution, currently oversees the sales division at Nagode Industries, considered West Africa’s largest chemical distribution firm. With a portfolio of over 500 products and a vast customer network, Kolawole’s role involves coordinating large-scale sales strategies across multiple markets.

But it is his interest in artificial intelligence—and how it intersects with traditional sales—that has prompted wider industry attention.

A Cautious Shift Toward Automation

According to Kolawole, most Nigerian and African businesses are still operating below their digital potential. While some firms have adopted digital tools such as CRMs and cloud-based communication platforms, full-scale AI adoption remains limited.

“In many cases, we’re just scratching the surface. Sales teams still spend hours doing what could be automated in minutes: follow-ups, data entry, and reporting. That’s not sustainable in a competitive market,” he said.

Kolawole notes that automation and data-driven decision-making, when applied correctly, not only improve efficiency but also enhance customer engagement by allowing teams to focus more on building relationships and engaging in strategic conversations.

He added that in his own experience, implementing AI-powered systems has helped his teams make faster, more informed decisions without losing the human element that remains central to client relationships.

Kolawole’s reflections on AI are set to be explored in more detail in his forthcoming book, The Salesperson’s Pocket Guide to Artificial Intelligence, scheduled for release later this year. The book, he says, is aimed at frontline professionals, sales teams, and business leaders who may not have a technical background but need to understand the role of AI in their work.

“I didn’t want to write something abstract or overly technical,” he explained. “This book is meant to be practical. It’s a starting point for professionals asking: what can AI do for me today?”

The guide covers topics such as task automation, predictive analytics, and AI-assisted customer engagement, using simple language and examples from Kolawole’s own career.

Human Skills Will Always Matter

Despite his advocacy for technology adoption, Kolawole emphasized that AI is not a replacement for human intelligence or interpersonal skills. “There’s still no substitute for trust, empathy, or real conversation. People buy from people,” he said. “What AI does is free up time to allow us to do that better.” He warns, however, that future sales professionals must learn to work alongside machines. That includes basic data literacy, critical thinking, and adaptability. “The most valuable professionals in five to ten years won’t just be the best talkers,” he added. “They’ll be the ones who can interpret trends, ask smarter questions, and use tools to serve customers more intelligently.”

Readiness in Africa

On whether the African market is ready for full-scale AI integration, Kolawole struck a balanced note. He acknowledged challenges such as infrastructure gaps, cost barriers, and a shortage of technical skills—but remained optimistic.

“Africa has the advantage of youth, creativity, and hunger. We’ve shown we can leapfrog when given the chance. But that chance must be matched with deliberate investment in training, exposure, and mindset shifts—especially in traditional sectors.”

Asked what companies should do first, Kolawole advised starting small: “You don’t have to deploy complex AI systems from day one. Start with one process—like lead scoring or follow-up automation. Then build from there.”

For Kolawole, the conversation around AI is not just about technology. It’s about relevance. “In every generation, businesses face a choice—to evolve or be overtaken. This is one of those moments.” As the sales landscape shifts across the globe, voices like Kayode Kolawole’s are becoming increasingly relevant—not just as a call to action, but as a bridge between experience, innovation, and the evolving demands of work.