Territory Coverage Rate
Percentage of accounts within an assigned territory that have been contacted at least once in a defined period
What is Territory Coverage Rate?
Territory coverage rate is the percentage of accounts in a sales territory that have had at least one touch. It shows how well a territory is being worked.
Accounts that are never contacted are missed opportunities, so coverage shows how much of the potential is being reached.
How this KPI is measured
- Function
- Sales
- Sub-function
- Field Sales
- Industry
- All Industries
- Type
- Leading
- Impact
- Operational
- Unit
- %
- Measurement frequency
- Monthly / Quarterly
- Formula
- (Accounts in territory with at least one touch / Total accounts in territory) × 100
How to calculate it
Divide accounts with at least one touch by total accounts in the territory, and multiply by 100.
For example, if a territory has 400 accounts and 280 have been contacted in the quarter, coverage is 70%.
Define what counts as a touch, such as a call or meeting, and set a period.
Where it is used
Designing territories
Check that territories are workable.
Finding neglected accounts
See who has not been contacted.
Managing reps
Assess how thoroughly territories are covered.
How to improve it
Tips and common mistakes
- Full coverage of low-value accounts may not be worth the effort.
- Use coverage together with results.
- Check for accounts no longer relevant.
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