HomeResearch Articles Getting the Mix Right: The Fundamentals of Sales Coverage Design

Getting the Mix Right: The Fundamentals of Sales Coverage Design

  • As companies evolve, coverage design becomes an increasingly strategic tool for sales transformation as part of the overall annual planning process
  • With maturity comes increased coverage complexity, creating challenges for those without a rigorous coverage process
  • A structured approach to sales coverage design separates high-performance sales operations teams from their peers and helps elevate the role in the organization
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