Your sales coverage model is a key component of your sales organization’s annual planning process – a process you may just be starting, are already in the midst of or recently rolled out. In our 2019 World-Class Sales Practices Study, only 37% of survey participants agreed that their sales coverage model effectively aligned resources to customers. (Click to tweet)
This means there’s plenty of room for improvement in the area of sales coverage model, but how often do you review the effectiveness of your sales coverage model? If you’re like many organizations, it likely happens only during the annual planning process, meaning once a year at most.
Before we continue, let’s take a closer look at what we mean by sales coverage model.
From an operational perspective, sales coverage model is about aligning the right resources with the right customers so that you can set achievable revenue goals and align your organization to
