Abstract
Previous research has found the proportion of time spent with customers is not related to several objective measures of concurrent performance. This article focuses on the results that emerged from a field study that investigated potential associations between time spent calling on accounts and annual sales and subjective sales performance. While time spent calling on potential accounts does not influence either measure of performance, time spent calling on established accounts is associated with subjective sales performance. One's career stage does not appear to moderate this relationship, although it is an independent predictor of how much time salespeople allocate to established accounts. Suggestions are made for future research and recommendations are offered for marketing practitioners.
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