Table 9.

Summary results on sales management careers, work experience and compensation

Characteristics		Generally More Successful 1 Sales Management Careers	Generally Less Successful Sales Management Careers
Length of Experience at Time of Promotion in Sales Management	Firm Experience	-	+
	Industry Experience	-	+
	Sales Experience	-	+
	Work Experience	-	+
Managerial Experience other than Sales Management Experience		+	-
Compensation Level		+	-
External Mobility	At Year of Promotion in Sales Management	+	-
	After 2 Years in Sales Management	-	+

Notes:¹ Success is defined in terms of financial rewards and speed of upward mobility; +  = indicates that sales managers (i.e., either more or less successful depending on column) have more of a given characteristic (i.e., row);—= indicates that sales managers (i.e., either more or less successful depending on column) have less of a given characteristics (i.e., row)