Glossary
Coverage
Coverage is the proportion of customers or points of sale in a territory that were actually visited in a period, out of the total that should have been visited. It measures whether the territory is being served in full or only in its most convenient parts.
It is the indicator most often declared and least often verified. When the visit is reported by hand, coverage measures what the team says it did; with location and time logging, it measures what happened. The gap between the two figures is usually the first surprise of a rollout.
Low coverage is almost never a lack of will: it is a badly distributed portfolio, with zones that do not fit into the shift. It is corrected by redesigning the territory rather than by asking for more visits.
Where GoDoWorks handles this:GDW Sales