Table 8.

Summary results on returns to experience for sales employees

Characteristics		Salespeople	Sales Managers
Firm Experience	Length of Experience to Reach Plateau	2.9 years	3.4 years
	Cumulative % of Compensation Added as a Result of Experience at Plateau	1.1%	3%
Industry Experience	Length of Experience to Reach Plateau	3.1 years	3.6 years
	Cumulative % of Compensation Added as a Result of Experience at Plateau	.6%	1.9%
Sales Experience	Length of Experience to Reach Plateau	3.4 years	6.4 years
	Cumulative % of Compensation Added as a Result of Experience at Plateau	3.25%	13.8%