Coverage Modeling

Why is strategic sales coverage and store targeting so important? Proper sales coverage increases sales force and resource efficiency, which leads to increases in overall effectiveness, revenue and profits. This process is vital for any organization that wishes to meet or exceed its sales goals. Leveraging over two decades of experience in launching hundreds of programs for our clients, MarketStar has developed a unique Cover Modeling solution that enables companies to intelligently deploy resources in a disciplined, data-driven manner.

The right Coverage Model optimizes your sales organization with methodology that answers the important growth questions about where to concentrate in the market, how to cover your opportunities and how to get the necessary productivity and return on your investment.

By getting your sales coverage and store targeting right you can experience:

• An increase in sales and profits—Efficient store targeting amplifies customer coverage by effectively matching sales force effort to customer needs.
• Higher employee morale and lower turnover—Good alignment and targeting creates balanced sales territories, which leads to a fair performance evaluation and reward system. Sales potential and workload are equivalent across territories.
• Lower overall costs—Optimized sales areas help keep travel time at a minimum. Less travel time for the sales team means lower overall costs for the company.