Call frequency is not the same as coverage

Sales operations love a single bar. Representatives hate it, because the bar cannot show the secretary who will only book the first Tuesday or the consultant who cancelled four times. Coverage, if the word means anything, is whether the named accounts were seen at the agreed interval, not whether the car clocked miles.

On our workload plate we print two numbers: contracted hours, and accounts with zero calls in the extract window. We will not average those zeros into a soothing middle. A regional manager who wants the zeros explained can bring the representative to the review. That conversation belongs in the room, not in a footnote we invent.

Rural books in Hampshire and the Highlands break naive sector maps. A postcode sector can contain one dispensary and a lot of sheep. Colouring it the same density as a Birmingham ward makes the bar look lazy. We annotate density. We do not apologise for the sheep.