How do firms value sales career paths?

IF 9.5 1区管理学 Q1 BUSINESS

Journal of the Academy of Marketing Science Pub Date : 2024-01-01 Epub Date: 2023-06-17 DOI:10.1007/s11747-023-00952-4

Ali Reza Keshavarz, Dominique Rouzies, Francis Kramarz, Bertrand Quelin, Michael Segalla

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引用次数: 0

Abstract

Sales employees can build their careers across industries, firms, and occupations. Yet it is unclear how their sales career paths affect their compensation. To assess the value of their experience, we examine the paychecks drawn by nearly 25,000 sales employees over 22 years. Consistent with our arguments, we find that firms place greater value on sales managers' experience than salespeople's, reflecting the multiplier effect attributed to managers. In particular, sales occupation experience seems to be the most salient type of experience for both groups, as it is fungible across industries and firms. We uncover two distinct paths in sales organizations: the salesperson's career path rewarding sales experience and another path providing promotional prospects in sales. Analyses indicate that most newly promoted sales managers have no sales experience and move laterally from other managerial positions. Implications of our findings for research and sales-compensation practice are discussed.

Supplementary information: The online version contains supplementary material available at 10.1007/s11747-023-00952-4.

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公司如何评价销售职业道路？

销售人员可以跨行业、跨公司、跨职业发展。然而，目前尚不清楚他们的销售职业道路如何影响他们的薪酬。为了评估他们经验的价值，我们研究了近25000名销售人员22年来的薪水。与我们的论点一致，我们发现企业更重视销售经理的经验，而不是销售人员的经验，这反映了归因于经理的乘数效应。特别是，销售职业经验似乎是这两个群体中最突出的经验类型，因为它在行业和公司之间是可替代的。我们发现在销售组织中有两条截然不同的道路：销售人员的职业道路奖励销售经验，另一条道路提供销售的促销前景。分析表明，大多数新晋升的销售经理没有销售经验，是从其他管理职位横向调动的。我们的研究结果对研究和销售补偿实践的意义进行了讨论。补充信息：在线版本包含补充资料，可在10.1007/s11747-023-00952-4获得。

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来源期刊

Journal of the Academy of Marketing Science BUSINESS-

CiteScore

30.00

自引率

7.10%

发文量

期刊介绍： JAMS, also known as The Journal of the Academy of Marketing Science, plays a crucial role in bridging the gap between scholarly research and practical application in the realm of marketing. Its primary objective is to study and enhance marketing practices by publishing research-driven articles. When manuscripts are submitted to JAMS for publication, they are evaluated based on their potential to contribute to the advancement of marketing science and practice.