The complete coverage calculation worked on a book of ten accounts small enough to check by hand: the tiers and cadences, the activity log, which touches qualify, which accounts are covered at cadence, the coverage ratio by count and by value, the untouched list ranked by revenue, the roll-up identity, and the data quality score, so that a reader can reproduce every number and then run the same arithmetic on their own export.
Coverage is simple arithmetic that becomes opaque at scale. On ten accounts it is transparent. This page works the whole calculation: tiers, cadence, the activity log, qualifying touches, the ratio two ways, the untouched list, the identity and the data quality score.
| Account | Tier | Cadence, touches per quarter | Revenue, trailing 12 months |
|---|---|---|---|
| A | 1 | 6 | $310,000 |
| B | 1 | 6 | $180,000 |
| C | 2 | 3 | $95,000 |
| D | 2 | 3 | $60,000 |
| E | 2 | 3 | $40,000 |
| F | 3 | 1 | $22,000 |
| G | 3 | 1 | $18,000 |
| H | 3 | 1 | $12,000 |
| I | 3 | 1 | $9,000 |
| J | 3 | 1 | $4,000 |
| Total | $750,000 |
| Account | Logged touches | Of which automated email | Qualifying touches |
|---|---|---|---|
| A | 3 | 1 | 2 |
| B | 7 | 0 | 7 |
| C | 4 | 1 | 3 |
| D | 1 | 0 | 1 |
| E | 3 | 0 | 3 |
| F | 2 | 1 | 1 |
| G | 0 | 0 | 0 |
| H | 1 | 0 | 1 |
| I | 5 | 1 | 4 |
| J | 2 | 0 | 2 |
| Total | 28 | 4 | 24 |
| Account | Cadence | Qualifying | Covered? |
|---|---|---|---|
| A | 6 | 2 | No |
| B | 6 | 7 | Yes |
| C | 3 | 3 | Yes |
| D | 3 | 1 | No |
| E | 3 | 3 | Yes |
| F | 1 | 1 | Yes |
| G | 1 | 0 | No |
| H | 1 | 1 | Yes |
| I | 1 | 4 | Yes |
| J | 1 | 2 | Yes |
Six covered, four not.
Coverage by count = 6 ÷ 10 = 60% Coverage by value = (180,000 + 95,000 + 40,000 + 22,000 + 12,000 + 9,000 + 4,000) ÷ 750,000 = 362,000 ÷ 750,000 = 48%
Covered revenue is B, C, E, F, H, I and J: $362,000, or 48 percent of the book. The largest account, A, is among the uncovered, which is why value is below count.
| Rank | Account | Revenue | Tier | Qualifying touches | Short by |
|---|---|---|---|---|---|
| 1 | A | $310,000 | 1 | 2 | 4 |
| 2 | D | $60,000 | 2 | 1 | 2 |
| 3 | G | $18,000 | 3 | 0 | 1 |
Row one is a tier-one account at four touches short. The rep's Monday is A.
covered + not covered = 6 + 4 = 10 = assigned Σ revenue = $750,000 = ledger for these accounts
Touches with a valid date and a type that can be classified: 27 of 28. One touch on account D has no type. Score 96 percent, above the floor; the coverage figure can be believed.
Automated emails counted. A and F become covered; coverage reads 80 percent and means nothing.
Ratio by count only. Sixty percent; the largest account uncovered, unseen.
Untouched list unranked. G first, alphabetically.
Identity skipped. An account assigned to two reps would appear twice and coverage would read 55 percent of eleven.
The same columns, per rep, summed by accounts at each level. Covirage runs this arithmetic on the activity export and the assignment file for every rep every week. The coverage ratio guide covers the formula, and the coverage model guide covers building it on a real book.
Because the arithmetic is the same at ten and at ten thousand, and at ten it can be checked by hand. A reader who reproduces this page has understood the measure; running it on their own export is then a mapping, not a mystery.
A logged call with notes, a meeting or a visit, on the account, by the assigned rep, in the quarter. Automated emails, opens and sequences do not. The rule is stated once and applied to every row of the activity log.
Per rep, the same table. Per region, the sum of the reps' covered and assigned accounts, never the average of their percentages. The identity holds at every level: covered plus not covered equals assigned, and assigned sums to the assignment file.