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 those calls were only made to 150 unique accounts, then the coverage for that month would be 150 accounts.

How to measure Account Coverage with Salesforce data

The first thing that needs to be done is to 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.  

How to measure Account Coverage with HubSpot CRM data

The first step is to 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. 

How to calculate account coverage - Rekener

Rekener makes it easier

With Rekener, now it is easier to calculate the account coverage for any time period. It can measure it by sales rep, by account, or any other breakdown.  
It also automatically updates every day. This would permit sales managers to have more visibility and transparency towards the strategy, and whether or not it is followed correctly.

Check out our Sales Rep Scorecard app to see how Rekener can track this metric by sales rep automatically.

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Gregory Keshian

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 customer success and renewals, 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. Greg is also a member of the Revenue Collective.

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