Jared Burton
Every HVAC sales manager has that list. The accounts that should be getting regular service visits. The ones with aging equipment that could use an upgrade. The maintenance contracts that are coming up for renewal.
And somehow, they keep slipping to next week. Then next month. Now it's been 90 days, and you're hoping the customer doesn't notice.
It's not that your reps aren't working. They're busy. They've got appointments, service calls, quotes, and more to follow up on.
The accounts closest to your reps get all the attention. Everyone else gets what's left over.
Jump to the coverage calculator.
When that happens, a few things start going wrong:
- Service contracts don't get renewed because nobody checks in.
- Equipment breaks down, and the customer calls someone else because they haven't seen your rep in months.
- Your competitor shows up right when the old unit dies, and suddenly, you're not even in the conversation.
Meanwhile, your reps are driving past potential business because they don't know where the gaps are. They're hitting the same comfortable accounts while the rest of the territory goes cold.
Keeping on top of territory coverage
The root issue is usually simpler than it seems: you don't have a process that makes it easy to see what's getting missed and act on it.
That's what Hugh M. Cunningham Companies figured out. With 175+ employees covering the South Central U.S., they represent building products manufacturers to wholesalers and distributors across Texas, Oklahoma, and surrounding states. Their outside sales reps were busy, but like most sales teams, they were flying blind on what was actually happening in the field.
So, they implemented a system where reps could quickly log what happened at each visit in less than 45 seconds. Nothing complicated, just the three essentials:
- Who they saw
- What came up
- What needed follow-up
Because managers suddenly had visibility into field activity, they could spot patterns, see who was being missed, and guide their team.
Territory coverage calculator
Drop in your numbers to see a clear read on territory coverage, how many accounts are going quiet, and the monthly gap you need to close. Missed visits turn into slow responses and lost business, but good coverage and frequent follow-up keep you as the provider your customers trust.