Upscaling corporate financial success in the oil and gas sector through innovative salesforce motivation strategy: Evidence from Rivers State, Nigeria

Amah, Cletus Okey and Patrick, Nestor Aweleoma (2025) Upscaling corporate financial success in the oil and gas sector through innovative salesforce motivation strategy: Evidence from Rivers State, Nigeria. International Journal of Science and Research Archive, 15 (3). pp. 1387-1404. ISSN 2582-8185

This study explored the place of innovative motivational strategy in enhancing salesforce-driven corporate financial success in Nigeria’s Oil and Gas Industry. It specifically investigated the relationship between salesforce motivation and business performance in the oil and gas sector in Rivers State, with industry competition as a moderating variable. Anchored on Expectancy Theory, the study examined how competitive remuneration and salesforce training influence business profit and employee turnover. A cross-sectional research design was employed, and data were collected from 114 managers, unit heads, and supervisors using a structured questionnaire. The Kendall Rank Correlation Coefficient was used to test the hypothesized relationships, while partial correlation analysis assessed the moderating role of industry competition. Findings revealed a significant positive relationship between competitive remuneration and business profit, as well as a significant negative relationship between competitive remuneration and employee turnover, confirming that fair compensation enhances profitability and workforce stability. Salesforce training was also found to have a significant positive impact on business profit while reducing employee turnover, highlighting its role in improving market adaptability and product knowledge. Furthermore, industry competition was found to significantly moderate the relationship between salesforce motivation and business performance, suggesting that firms in highly competitive environments must adopt more innovative motivation strategies beyond financial incentives. The study concludes that structured remuneration, continuous salesforce training, and adaptive motivation strategies are critical for sustaining workforce engagement and enhancing business success. It is recommended that oil and gas firms implement performance-based pay models, institutionalize ongoing salesforce training, and develop talent retention strategies that extend beyond financial incentives. Additionally, firms should align motivation strategies with market competition and foster a strong organizational culture to drive employee engagement and long-term profitability. By integrating financial and non-financial incentives, organizations can maintain a stable workforce, enhance operational efficiency, and achieve sustainable business performance in a highly competitive sector.