Blog · Coverage and territory · Sales teams
What a newly hired rep should be given on day one from the book they inherit: the accounts ranked by revenue with days since last touch, the returning lines that were bought and dropped, the dormant accounts with their cadence and run rate, the open deals with slip counts, and the tier cadence that says who to call first. A ninety-day plan in three lists, the measures that say whether the ramp is on track, and why it beats a week of shadowing.
A new rep starts on Monday with a login and a territory. What they need is a list: who to call first, what was lost that might come back, who has gone quiet, and which deals are real. The ledger and the CRM have all of it. This guide sets out the three lists, the week they arrive, the measures that track the ramp, and why it beats shadowing.
| Account | Trailing revenue | Tier | Days since last touch | Cadence | Owner before | First action |
|---|---|---|---|---|---|---|
| 4471 | $310,000 | 2 | 71 | 45 | R-19, left | Call this week |
| 2207 | $180,000 | 1 | 38 | 30 | R-19 | Call this week |
| 9034 | $95,000 | 3 | 48 | 90 | R-19 | Week three |
Ranked by revenue, with the days. The first ten calls choose themselves.
| Account | Line | Last bought | Prior annual value | Why it stopped, if logged |
|---|---|---|---|---|
| 4471 | B | 11 months ago | $52,000 | Delivery issue, Q4 |
| 2207 | C | 14 months ago | $30,000 | Not logged |
Bought and dropped is the easiest recovery on any list, and a new face is the easiest way to ask.
| Dormant | Cadence | Days silent | Run rate before | Reading |
|---|---|---|---|---|
| 3310 | 14 days | 120 | $9,000/mo | Recoverable |
| 1187 | 14 days | 400 | $6,000/mo | Past ceiling; reclassify |
| Open deal | Value | Stage | Slip count | Reading |
|---|---|---|---|---|
| O-8821 | $120,000 | Proposal | 3 | Probably not real; ask |
| O-8902 | $60,000 | Negotiation | 0 | Work it |
| Measure | Week 3 | Week 6 | Week 12 | Team ramp curve at the same point |
|---|---|---|---|---|
| Coverage at cadence, tier one | 40% | 70% | 85% | 35%, 65%, 80% |
| Time to first touch, inherited accounts | 9 days | 12 days | ||
| Returning lines recovered | 1 | 3 | 5 | 1, 2, 4 |
Ahead of the team's curve by week three. If it were behind, the manager would know in week three, not at the quarter.
A login and a territory. The rep calls the accounts they happen to hear about.
Shadowing instead of the list. Impressions transferred; facts not.
Calls per day as the ramp measure. Fifty calls to the accounts easiest to reach.
Quota unramped. Month two on a full quota; the shape of attainment says so in April.
Mapped once, the ledger, the CRM and the pipeline snapshots produce the inherited book, the returning lines, the dormant and slipped lists and the ramp tracking for every new rep. Covirage builds this from the exports as they are. The sales teams page describes the setup, and the ramp and attrition guide covers the curve the ramp is tracked against.
The previous rep has usually left, and when they have not, a week of shadowing transfers impressions. The data transfers facts: which accounts matter, who has been ignored, what was lost and might come back. Shadowing on top of the list is useful; instead of it, it is not.
Coverage at cadence, weekly, against the team's own ramp curve: what an attainer's coverage looked like in their first, second and third month. Time to first touch on the inherited accounts. Returning lines recovered. Not calls per day.
Set on potential and ramped by the team's own curve, so a rep in month two carries the fraction of quota that month two attainers historically reached. The ninety-day lists are about coverage; the quota follows the curve.