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.
Jules Michelet once stated, “Achieving a goal is nothing. The getting there is everything.” This quote reveals that all goals are not hard to achieve, it is the journey that is difficult. These factors can either hinder individuals from achieving their goals or some use the negative as a stepping stone. According to “Just Walk on By: Black Men and Public Space” by Brent Staples and “Mother Tongue” by Amy Tan, this quote becomes relatable. Staples and Tan experience many internal and external factors that impeded their goals. For instance, Staples experience many racial and gender-based conflict on his road to success as Tam face many language-based and literacy-based barriers preventing triumph. Although Tan and Staples encounter various hardships on their journey toward success; instead of quitting due to frustration, the two creates a greater force towards achievement.
TQL can put a single sales supervisor into place and divide teams and appoint team leaders immediately. Due to the lack of managerial experience among the account executives the Executive Sales Managers may wish to hold the sales supervisor position until a manager can be placed and properly trained. During this time, non-montary methods of rewards should be discussed for the team leaders duties. TQL should start low and move up with rewards based on performance as a team leader. Some may currently act as an unofficial team leader and may not expect significant reimbursement and TQL should take advantage of these persons.
Due to the decline in sales Riordan has had to revise its sales approach and process to better serve customers, however, with the changes came more issues. Employees are concerned about the fairness of incentives and compensation and do not understand how that will translate effectively into the CRM system. Riordan has a very diverse workforce with a plethora of motivational needs, from valuing interesting work to larger paychecks. Riordan is not effectively communicating to all the various demographic groups within the company. Employees have revealed in the annual survey that many are not satisfied or challenged by their work, and do not feel adequately compensated for their efforts. Motivation is low, and employees do not feel they have sufficient opportunities for development or promotion. These issues have culminated to the point that many employees are actively looking for opportunities outside of Riordan (University of Phoenix, 2007).
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
Tenure is a position aspired to by all beginning teachers. Tenure is a form of job security that teachers can earn after they reach a certain level of professionalism (Scott, 1986). Once a teacher has earned tenure they are able to maintain an ongoing employment contract within an educational system, as long as they abide by the rules and regulations outlined in their contract.
Regions are divided into branches and sales teams covering specific customer industries and sectors. Martha Pauley, a Branch Manager, manages multiple sales teams in the Northeast Region. Previously branches sold all products in a specific city/area; branches are now tasked with selling one product group over a much larger geographic area (Dynacorp Revisited, 2005: M-2, 86). The sales ...
All organizations want to see an increase in productivity and a positive impact on the bottom line. Successful organizations realize employee retention and talent management is integral to sustaining their leadership and growth in the market place. The focus of this group project is on worker retention strategies. Worker retention strategies are programs designed to preserve existing quality workers by providing benefits and incentives. These benefits and incentives are provided to employees in various ways. Our group chose to explore six organizations in three different industries. These industries include Retail, Package shipping, and Airlines. Through research and investigation of three major industries we were able to develop a comparison of how these major organizations retain quality workers. First, we explore and learn how to keep people motivate to stop turnover within an organization. Secondly, we investigate employer’s benefits and incentive programs to keep quality employees. Finally, we examine workforce motivation and the engagement to commitment as organizations continually change initiatives and strategic planning.
...to a large hotel and in a tourist destination. Associate behaviors and tenure impacts sales as well. The selling of intimate apparel is more involved than the average person realizes. A good understanding of what will work best for each client is key and new associates have not committed to memory all that is necessary for success. However, a tenured associate will know how and what the client needs and ensure that she leaves happy.
Doortodoor Sports Equipment Company retains a higher percentage of employees in their Sales Part-Time (SP) and Assistant Sales Manager (ASM) positions. The company retains 60% of their SPs and 80% of their ASMs. While the organization retains 70% of their Regional Sales Managers (RSM), they lose 30% in turnover. The retention rate for RSMs is high, but the total number of employees in this position within the company is lower than other job categories resulting in the highest turnover rates in the company. The job category with the total highest exit rate is the Sales Full-Time (SF) category. The employees retained in this category amount to 50%. Within this category however, 10% of the employees trans...
Company sales are important even if you are not interviewing for a sales job. If you have reviewed several years of annual reports, you can easily see if the company's sales have gone up or down. Asking questions about the company's sales during an interview scores lots of points because it shows you have done your homework.
In asking the consulting firm for assistance, President Paul Willard stated that the main issue within the organization was a “power struggle between people and departments.” This is precisely where the issues in both the sales and production departments are stemming from. After analyzing the situation, several issues can be pointed out in the sales department, the first being the leadership style of sales executive vice-president Ernie Lane, the second being the dramatic shift in the work force, and the third being the lack of motivation and compensation to maintain morale, satisfaction, and productivity. Most importantly, all the problems are
An internal sales force is a company who uses their own employees to sell a product they have produced. They are employed by the organization and receive a salary, no matter if the product is successful or not. The externalized labor market consists of independent contractors who agree to sell the product for the company for this they receive a commission according to the amount of products sold. Companies who have greater difficulty in evaluating a salespersons performance are more likely to substitute surveillance for commission as a control device (Ande...
The newly appointed district sales manager, Larry Barr, faces the problem of allocating sales quotas among his various sales representatives. This decision will affect everyone's earnings including his own. This problem is compounded by the fact that different territories have, for a variety of reasons, different potentials. In addition, the territory that is known to be the toughest will soon require a new sales rep.
As per preliminary analyses conducted with job satisfaction and anticipated job retention—it was concluded that the two were not correlated. (Cohen & Cohen, 1983). As per the results of this analysis, the prominent job satisfaction factors were:
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...