公司如何评价销售职业道路?
Ali Reza Keshavarz1, Dominique Rouzies2,3,4, Francis Kramarz5,6
1School of Business, Maynooth University, Co. Kildare, Ireland.
概括
公司更重视销售经理的经验,而不是销售人员的经验,特别是销售职业的经验,这种经验可以跨职业转移. 销售职业提供了不同的道路,管理位通常由具有先前管理,而不是销售背景的人担任.
科学领域:
- 工商管理 工商管理
- 组织行为 组织行为
- 人力资源管理 人力资源管理
背景情况:
- 销售职业在各个行业和企业中提供了多样化的途径.
- 销售职业发展轨迹对薪酬的影响尚不清楚.
- 了解销售经验的价值对于薪酬实践至关重要.
研究的目的:
- 调查不同的销售职业道路如何影响员工薪酬.
- 评估企业对销售经验的货币价值.
- 确定销售角色中最有价值的经验类型.
主要方法:
- 在22年的时间里,分析了近25,000名销售员工的薪酬数据.
- 检查销售人员和销售经理的职业道路和经验类型.
- 统计评估经验与收入之间的关系.
主要成果:
- 销售经理的经验被企业比销售人员的经验更重视.
- 销售职业经验是最重要的和可转移的经验类型.
- 存在着不同的职业道路:一个是有价值的销售经验,另一个是提升到管理层.
结论:
- 销售职业经验是不同角色薪酬的关键驱动因素.
- 晋升到销售管理层往往涉及从其他管理职位的横向移动,不一定是从销售角色.
- 这些发现对销售补偿策略和职业发展研究有影响.
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