Coverage Reports
Pipeline starts with account coverage.
Accessing market coverage reports
Click "Coverage" under "Reports" in the left nav to access existing and create new coverage reports.
Creating a report
In the Coverage report section, click the "New Report" button. From there, you can set up a new report that meets the criteria you include.
Success tip
A coverage report can cover most any account segment you can think of. Use these to create reports about important segments, like Tier 1 accounts, commercial accounts, specific verticals or other plays.
Interpreting the report
The coverage report has four major sections:
Pipeline
Engagement
Accounts Worked
Accounts and Reps Table
Pipeline section
This section provides a summary of how much pipeline your team has created in this market segment, and how efficiently they're creating it. Here are the metrics included:
Pipeline Created
The amount of pipeline created, in dollars, in the report period
Opps Created
The number of new opportunities created in the report period. You can click on this metric for details on the opps included in that number.
Opp Creation Rate
The ratio of opps created to accounts worked (X opps / Y accounts) for the report period
Open Pipeline
The total amount of open pipeline currently in this segment (the opp creation date could be before this report period, as long as the opp is still open during the report period).
Open Opps
The total number of open opps in this segment. You can click this number for details on the opps.
If you're seeing 0s in any of these metrics, you may need to update your configuration. Click the "Configure" link and make sure you've configured all 3 settings:
Included Opportunities: Any criteria an opp has to meet to be included in opp creation metrics
Opp Value Field: The field we should use for calculating the monetary value of an opp
Opp Creator Field: The field we should use for determining who created an opp
Engagement section
This section provides a summary of your team's account coverage activities across this market segment. How are they engaging these accounts?
Total Owned
The number of accounts the rep owns based on their associated target book's ownership field.
Engaged Accounts
The number of accounts the rep has engaged over the report period.
Engagement Rate
The percentage of owned accounts where the rep has logged at least one working activity during the time range of the report.
Average Completed
The average number of activities the rep has logged per engaged account.
Average Contacts Reached
The average number of contacts the rep has logged an activity for on engaged accounts.
Activities section
This section includes a chart showing accounts worked, activities and opp creation over time. You can hover over any column for more details.
Accounts and Reps table
This section provides a view of rep engagement across the accounts in this segment. There are two views: one for Accounts and one for Reps. You can click on any account name or rep name for further detail.
You can sort the columns by clicking on the column heading. You can also export this data to an Excel file for further analysis.
Accounts
In the Accounts view, you can see a list of all accounts in this segment. You can filter the view to shows engaged accounts (every account that had at least one activity logged over the report's time period) or unengaged accounts (every account that went unworked in the time period).
By default, the table includes columns like "Created Pipeline", "Open Opps", "Activities" and more. You can customize these views (see below) to display data that's most relevant for your sales motion. You can include any field from the account record.
Success tip
Sort the table by a metric like "Activities" to see which accounts are receiving the most engagement (or which ones aren't getting enough attention).
You can click on any account name in this table to view the account sidebar, which include more information about that account, as well as a short summary of recent activity with that account. From there, you can view the full account record or assign the account to a new rep.
Reps
The Reps view shows you a side-by-side comparison of a sales reps working accounts in this report's segment. This allows you to quickly see who's putting in the work, who's creating pipeline, and who could use some support. You can click on any rep's name to get a detailed list of their accounts and activities on those accounts.
Changing columns
You can change the fields displayed in the table of the report by clicking "Customize Columns". This will open the "Customize Columns" dialog.
Select the fields you would like to include in the report from "All Account Fields" on the left, moving them to the "Fields to Display" section on the right. You may choose any field on the account object as well as any working activities category to display.
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