Dr. Alireza Keshavarz, Assistant Professor of Marketing at Maynooth University Business School, explores his research titled “How Do Firms Value Sales Career Paths?”
Sales employees can advance across industries, firms, and roles, but the impact of their career paths on compensation is unclear. Analyzing pay data from nearly 25,000 sales employees over 22 years, we find that firms value sales managers’ experience more than that of salespeople, reflecting a managerial multiplier effect. Sales occupation experience is the most transferable and valuable for both groups. Two career paths emerge: one rewarding sales experience and another offering promotional opportunities in management, often filled by individuals without prior sales experience. These findings have important implications for sales research and compensation practices.
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