A reading guide for a sales manager opening a coverage table on Monday: the three columns to look at first, coverage at cadence, untouched revenue, and the data quality score, in that order, why the order matters, what a movement in each means, the two columns to ignore until the first three are read, the row to open, and the question to ask the rep before the one-to-one.
A coverage table has eight or nine columns and a manager has ninety seconds before the next meeting. Three columns carry the reading, in a fixed order, and the rest are context. This guide is the reading order, what each column's movement means, and the question it produces.
| Order | Column | Why here | A movement means |
|---|---|---|---|
| 1 | Data quality score | Decides how much to believe columns 2 and 3 | Down: coach the logging before the coverage |
| 2 | Untouched revenue | Ranks reps by dollars at stake | Up: accounts fell out of cadence, or big accounts joined the list |
| 3 | Coverage at cadence | Explains column 2 as a share of the book | Down: the same finding as a percentage |
| Column | Why later |
|---|---|
| Touches | Effort, not placement; a rep can have many touches and low coverage |
| Accounts assigned | Context for the percentage; not a finding |
| Tier split | Second read: which tier the untouched revenue sits in |
| Rep | Data quality | Untouched revenue | Coverage | Touches | Assigned |
|---|---|---|---|---|---|
| R-04 | 41% | $1.4m | 53% | 210 | 62 |
| R-11 | 86% | $180,000 | 86% | 140 | 44 |
| R-17 | 91% | $12,000 | 94% | 95 | 18 |
| R-22 | 78% | $310,000 | 49% | 60 | 41 |
Ten seconds: R-04's score is 41. Their coverage figure describes a third of the book; the first conversation is about logging.
Thirty seconds: R-22 has the largest untouched revenue among reps whose data can be believed. Open that row.
Sixty seconds: R-22's top three untouched accounts: 2207 at $95,000, 71 days; 9034 at $60,000, 52 days; 1187 at $40,000, 48 days. Tier two, all three.
Ninety seconds: The question for R-22 is about 2207. The question for R-04 is about the activity field.
The one with the largest untouched revenue and a data quality score above the floor. Its top three untouched accounts are the one-to-one.
Reading the percentage first. The debate about the definition.
Ignoring the score. Coaching coverage on a third of the book.
Touches as the measure. R-04 has the most touches and the worst coverage.
Opening every row. Ninety seconds becomes an hour.
The coverage table's column order follows this reading: score, untouched revenue, coverage, then the rest. Covirage lays it out that way. The coverage model guide covers how the table is built, and the one-to-one guide covers the meeting the row leads to.
Because a coverage figure on a rep whose activity dates are a third complete describes a third of their book. Reading it as if it were the whole book leads to a conversation about coverage when the conversation should be about logging. The score is the first column because it decides whether the others mean anything.
A rep at 60 percent coverage on a small book has less at stake than one at 75 on a large one. Untouched revenue ranks the reps by dollars, which is how the manager's time should be allocated. The percentage explains; the dollars prioritise.
Named accounts: why has 4471 not been touched in 71 days? Not 'why is your coverage 53 percent'. The first is answerable and actionable; the second is a debate about the definition.