The Fundamentals Of Sales Coverage Design

The annual sales planning process provides a strategic opportunity for sales operations to help evolve the sales function to meet the organization’s long-term needs (see Introducing The Sales Planning Model). Sales operations leaders need to understand the goals of sales coverage design, coverage complexity, and the challenges of coverage design. The Forrester Sales Coverage Design Process can help. In this report, we provide a guide for sales operations leaders to execute a robust process for managing sales coverage design, including sizing and plan approval, from start to finish.