Coverage Model means how are the customers best covered. The Problem being solved is – how do cover all the potential customers with the limited sales team you have. Example – How do you cover 100,000 potential customers with a sales team of 42 people.
The bigger customers will have adequate coverage. I know of a CEO who drove a truck over to the customers location Christmas eve…
But it is the mid and small size customers that suffer. Businesses without a coverage model tend to have very patchy sales…. We have seen that most businesses do not have.
