An Analysis of the Relationship between Job Tenure and Sales at Avatech
The Theory-Tenure and Sales Performance
The primary purpose of this study was to determine the correlation between job tenure and sales performance for the outside sales representatives at Avatech. We hypothesized that the tenure of a sales professional has a positive effect on sales volume. We tested the sales performance of the employees in our 24 month sample and predicted a positive correlate with job tenure. This would provide reinforcement to the sales quota benchmarks that are established during the first 90 days of employment. We also sought to reinforce previous research which supports this theory.
The History
Avatech is an authorized Autodesk reseller with 15 employees and 4 locations in Wichita, Tulsa, Kansas City, and the corporate headquarters located in Dallas, Texas. The Dallas office has 10 employees, Tulsa has 2, and Wichita has 3. The Wichita office also covers the satellite office in Kansas City. In each of the 4 markets there are competing resellers. Within Dallas, there are 5 other resellers, in Tulsa there are 3, in Kansas City there are 2, and in Wichita, Avatech is the only authorized reseller. The Dallas and Wichita offices have a MTA (Metropolitan Trading Area) of a 250 mile radius. The other Resellers have the same MTA and all resellers are able to compete within their given MTA.
Autodesk has a reseller channel that focuses on 3 vertical markets. BSD (Building Systems Division) includes products for Architects, Structural Engineers, and HVAC design; ISD (Infrastructure Systems Division) includes products for civil engineering, mapping and municipalities; the third division is the MSD (Mechanical/Manufacturing Systems Divisions) which includes products ...