I think it's a combination of things.
Sales staff do take a while to get into the groove. In addition, they will consistently change the sales area allocated to a sales person, so that there's no overlap and they're covering the right areas.
Further, I believe that they need to return visit every so often because some customers are on another contract, or it just needs a few more conversations to get the sale over the line.
That's my basic understanding of it, but I'm not exactly sure.
Ann: Appendix 4C - quarterly, page-134
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