Sales Coverage Model: Why You Should Take the State of Your Sales Talent into Account

Your sales coverage model is a key component of your sales organization’s annual planning process, as discussed in last week’s blog. Today we continue the focus on sales coverage models and discuss why yours should take the state of your organization’s sales talent into account.
Annual Sales Planning Process
First, let’s briefly review the main steps in an annual sales planning process so we can align on where the sales coverage model fits in the overall picture. (Note: This is not a comprehensive list of the annual planning steps; rather, the major steps leading up to the sales role are noted at a high level in the context of this blog.)
Identify available market opportunity. Your annual planning process usually starts by identifying your realistic available market opportunity. First, review your total addressable market (TAM), usually available through external data sources. Next, determine what is realistic for your organization to go after, cross-referencing