How to Calculate Account Coverage
Account Coverage measures the amount of different accounts that received sales rep activity in a given timeframe. For example if a rep made 1000 phone calls in a month but they were to only 150 unique accounts then the coverage for that month would be 150 accounts.
To measure Account Coverage with Salesforce data,
run an activity report of all the tasks in a given timeframe. When you run this report make sure to generate a column which looks at the Account ID associated with each activity. Once completed, run a unique function in excel on that column to get the count of unique accounts.
To measure Account Coverage with HubSpot CRM data,
run a report of all the engagements in a given timeframe. When you run this report make sure to generate a column which looks at the Company ID associated with each activity. Once completed, run a unique function in excel on that column to get the count of unique accounts.
Rekener can calculate Account Coverage automatically,
and can measure it by sales rep, by account, or any other breakdown. Check out our Sales Rep Scorecard app to see how Rekener can track this metric by sales rep automatically.
- Read more about account coverage strategies and improve your account coverage efforts
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Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran its customer success and renewals function, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta.
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