Sales Coverage Planning: A Forrester Perspective

January 1st, 2018

With contributor:

Steve Silver

Summary

Optimization is the goal when designing sales coverage plans. Yet the coverage planning process is often short-circuited by pressing deadlines, resistance to realignment, and a lack of accurate or complete data. Sales and sales operations leaders must guard against simply accepting prior-year coverage plans or opposing changes that may cause disruption but yield greater customer alignment. In this report, we define the sales coverage planning process and its deliverables and benefits.

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