Summit US Sessions SOS_Sales Planning Playbook A Working Guide to Build and Optimize Your Annual Plan

Getting the Mix Right: The Fundamentals of Sales Coverage Design

Wednesday May 8, 2019 | 2:35 PM - 3:15 PM

Speaker(s):  Anthony McPartlin, Robert Muñoz

Focus: Adopt, Operationalize

Priorities: Sales Planning

Sales coverage design for most organizations remains an annual challenge as inaccurate coverage model design can lead to missed targets, high cost of sales and turnover. As companies evolve, coverage design becomes an increasingly strategic tool for sales transformation as part of the overall annual planning process. With increasing maturity comes increasing coverage complexity and for many, coverage design processes are not fully defined and lack real rigor. This session will provide an understanding of the fundamentals of a structured coverage design process and guidance on the requirements to get leadership approval of your coverage design.

For sales:

  • Learn how to design a sales coverage plan that drives alignment between sales, marketing, product and finance and delivers on the sales targets within budget
  • Understand how to establish a baseline in sales performance and sales headcount and make adjustments to factor revenue and productivity changes in the new year for optimum coverage
  • Introduction to the new SiriusDecisions Sales Coverage Design Process and Sales Coverage Configurator that provides the process and tools for optimum coverage design