How Often Should Sales Reps Call on Customers?

NAW LogoMike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting existing customers. Instead, as distributors allocate their most expensive resources, they should challenge that assumption by asking three questions: What are outside sales reps doing during these visits, where are they going, and how and how often do they want you to contact them?

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