Tyoapine John Hanmaikyur (PhD), Ringim Kabiru Jinjiri (PhD), Kemi Zubair


The need to remain relevant in today's challenging business world has compelled small businesses to engage consultancy services to reposition the company and its staff toward achieving increased sales growth and performance. This study investigated the effect of sales force mentoring on sales growth of small businesses in Benue state, Nigeria. Data needed for the study was generated from small businesses studied. The study's hypothesis was tested with the aid of multiple regression statistical analytical tool at 5 % level of significance. Result of the analysis indicated that a significant positive effect exist from sales force mentoring and sales growth of small businesses in Benue state. (p-value 0.000< α 0.05). Arising from the above findings, the study concluded that sales force mentoring have effect on sales growth of small businesses in Benue state. Based on the findings, the study made a good number of recommendations including a call on the owners and managers of small businesses to reguraly subject their sales force to realistic mentoring exercise to keep them abreast of current realities and selling skills that are capable of attracting sales growth in their small businesses.


Mentoring, Small businesses, Sales growth, Performance

Full Text:



Aliyu M.S. and Rosli M.(2014) An Empirical Analysis of Market Orientation and Business Performance Relationship in the Context of Developing Economy. International Journal of Academic Research in Business 7 (4).

Ayozie, D. ; Oboreh, J.; Umokoro, F. and Ayozie, V. C. (2013) Small and Medium Scale Enterprises (SMEs) in Nigeria: The Marketing Interface. Global Journal of Management and Business Research. 13(9). Available at: Retrieved on: 13rd June 2020

Bartlett, J.E., Kotrlik, J.W. and Higgins, C. C. (2018), ‘Organizational research: Determining appropriate sample size in survey research’, Information Technology, Learning and Performance Journal, 19 (1), 43-50.

Chebii, P.A. (2017). Entrepreneurial Mentoring and its Outcomes among Small and Medium Enterprises in Eldoret, Uasin Gishu County, Kenya. A Thesis Submitted in Partial Fulfillment for the Degree of Doctor of Philosophy in Entrepreneurship in the Jomo Kenyatta University of Agriculture and Technology. 197 Pp.

Clark, T. and Salaman, G. (1998) Creating the ‘right’ impression: Towards a dramaturgy of

management consultancy, The Service Industries Journal, Frank. Cass, London

Critchley, B. (2001) The role of the management consultant in the change management process

in Sadler, P. (Ed) Management Consultancy, Kogan Page Limited, London.

Drucker, P. F. (1985) Innovation and Entrepreneurship: Practice and Principles. London: Heinemman.

Ebitu, E. T., Basil, G. and Ufot, J. A. (2015) ‘An Appraisal of Nigeria’s Micro, Small and medium Enterprises (MSMEs): Growth, Challenges and Prospects’. International Business and Education Conference, London: United Kingdom. June 7-11

Eniola, A. A., Entebang, H. and Sakariyau, O. B. (2015). Small and medium scale business performance in Nigeria: Challenges faced from an intellectual capital perspective. International Journal of Research Studies in Management 4 (1), 59-71

Fraenkel, J. and Wallen, N. (1993).How to Design and evaluate research in education.(2nd ed).New York: McGraw-Hill Inc, 76pp.

Greiner, L, and Metzger, R (1983) Consulting to Management, Prentice-Hall, New Jersey

Green, S.B. (1991), ‘How many subjects does it take to do a regression analysis?’ Multivariate Behavioural Research, 26 (3), 499-510

Gummesson, E., Kuusela, H. and Narvanen, E. (2014), “Reinventing marketing strategy by recasting supplier/customer roles”, Journal of Service Management, 25 (2)

Gyong, E. (2014). Performance of Small Scale Enterprises in Nigeria. Journal of Small Business Management & Analysis, 12 (2)

Hanmaikyur, T. (2016) Social Media and Small and Medium Enterprises (SMEs) in Nigeria in Mkar Journal of Media and Culture. Vol. 1 No 4

Hanmaikyur, T.J. and Aaver, T.J. (2016) Innovative Marketing practices and Small and Medium Enterprises (SMEs) performance in Nigeria. Ilorin Journal of Marketing (IJM), University of Ilorin, Nigeria. ISSN: 2465-7417

Hair, J.F., Money, A.H., Samouel, P., & Page, M. (2017). Research method for Business. West Susex, England: John Wiley and Sons Ltd.

Hair, J. F., Ringle, C.M. and Sarsedt, M (2011), ‘PLS: Indeed a silver bullet’, Journal of Marketing Theory and Practice, 19, (2), 139-151.

Hyman, S (1991) An Introduction to Management Consultancy, Heinemann, London

Itodo, L.S. (2019). Marketing. Ugbokolo, Supreme printers

Kotler, P. and Armstrong, G. (2004) Principles of Marketing. New York: Pearson Educational International

Maphalla, S.T., Nieuwenhuizen, C. and Roberts, R. (2009). Perceived barriers experienced by Township Small, Micro and Medium Enterprise entrepreneurs in Mamelodi. Business management. Manuscript in press. Pretoria: University of Pretoria.

Mazzarol, T. (2014), Strategic Management of Small Firms: A Proposed Framework for Entrepreneurial Ventures, paper presented at the 17th Annual SEAANZ Conference - Entrepreneurship as the Way of the Future, Brisbane, Queensland.

Odhiambo, A.A. (2013). Factors influencing performance of youth owned micro, small and medium enterprises (MSME) in Kenya. International Journal of Arts and Entrepreneurship, 1(3): 1-10.

O’Rorke, B (1997) Management Consultancy supplement, Financial Times, 19th June

Phyra Sok, Aron O’Cass, Keo Mony Sok. (2018). Achieving Superior SME Performance: Overarching role of Marketing, Innovation, and learning Capabilities. Australasian Marketing Journal (AMJ) 21 (3), 161-167.

Rassam, C. (2001) Presenting advice and solutions in Sadler, P. (Ed) Management Consultancy, Kogan Page Limited, London

Rebbeck, M. and Knight, A. (2001) Global consulting in Sadler, P. (Ed) Management Consultancy, Kogan Page Limited, London

Reijonen,H. (2010), Do all SME’s Practice Same Kind of Marketing? Journal of Small Business and Enterprise Development Vol. 17 No. 2, 279-293

Roscoe, J. T. (eds) 1975, Fundamental Research Statistics for the Behavioural Sciences, Holt Rinehart & Winston, New York.

Schlinke, J. and Crain, S., (2013). Social Media from an Integrated Marketing and Compliance Perspective. Journal of Financial Service Professionals, 67(2), 85-92.

Sekaran, U., & Bougie, R. (2010). Research methods for business: A skill building approach (5th ed.). Chichester: John Willey and Sons Ltd.

Simpson, M., Padmore, etal. (2006). Marketing in Small and Medium Size Enterprises.

International journal of entrepreneurial behaviour and research, 12: 361-87.

Sturdy, A. (1997) The consultancy process – an insecure business, Journal of

Management Studies 3(2) pp 77-95

Tisdall, P (1982) Agents of Change: The development and practice of management consultancy, Heinemann, London


  • There are currently no refbacks.

ISSN (Print): 2276-8645


Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.