How Firms Value Sales Career Paths?

Dominique Rouziès explores how firms value sales experience, career paths, and promotion patterns, highlighting compensation, mobility, and career strategy.

32 minutes
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Dominique Rouzies HEC professor
Prof. Dominique Rouziès
Professor - Marketing
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Key findings
  • Experience types—firm, industry, and sales occupation—impact compensation differently.
  • Optimal tenure to maximize pay: ~2.9 years for salespeople, ~3–6.4 years for managers depending on experience type.
  • Sales managers are often promoted from other functions; internal mobility reduces risk.
  • Career strategy matters: salespeople may need lateral moves to reach management, while firms must support newly promoted managers.

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Dominique Rouzies HEC professor
Meet the Author
Prof. Dominique Rouziès
Professor - Marketing

Dominique Rouziès is a Professor of Marketing at HEC Paris and the Academic Dean of the BMI Executive Institute. She provides actionable insights to help companies enhance sales performance, foster strategic alignment between marketing and sales, and adapt to evolving market dynamics.

Her research...

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