Coverage Model means how are the customers best covered.  The Problem being solved is – how do cover all the potential customers with the limited sales team you have. Example – How do you cover 100,000 potential customers with a sales team of 42 people.

The bigger customers will have adequate coverage. I know of a ceo who drove a truck over to the customers location Christmas eve…

But it is the mid and small size customers that suffer. Businesses without a  coverage model tend to have very pathcy sales….  We have seen that most businesses do not have.