How to Calculate Account Coverage

How to Calculate Account Coverage
July 29, 2019
Account Coverage measures the amount of different accounts that received sales rep activity in a given timeframe.

This blog post was originally published by Rekener, now a Brainshark company.

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

Sales Scorecards Make It Easier

With scorecards, you can 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 you can track this metric by sales rep automatically.