One characteristic of top-performing sales organizations

They are saying that sales organizations which perform in a better than average manner put more personnel into making and maintaining contact with their "important" customers (one assumes that this refers to customers who place the largest orders, or who most frequently place orders with the company which employs the sales organization); that the sales organization also uses resources in the sense of using the telephone and correspondence, including e-mails; that the sales organization uses more print resources, such as brochures and newsletters, which will bring new products to the attention of those customers, and inform the customers of special purchase offers which are available to them.

The resources of a sales organization are those which help them to maintain contact with their customers, and which allow them to keep their product prominent in the mind of the customer. This means personal contact from sales representatives--in person, by telephone, by mail and by e-mail. It also means printed materials which keep the customer informed about the product lines, new products and special sales offers.