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 account 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. This is your Account Coverage for the month.

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. This is your Account Coverage for the month.

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 Account Coverage by sales rep automatically.

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s entire career has been focused on using BizOps to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its BizOps practice and team. He did the same for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start in BizOps for recurring revenue businesses while at AppNeta.

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