Beat Coverage
The percentage of planned outlets actually visited by a salesperson on a given beat day, measured typically with GPS verification.
Full definition
Beat coverage is the core KPI that measures whether a sales team is doing what it was asked to do. It is calculated as: (outlets visited / outlets planned) x 100. A beat coverage of 95% means the DSR visited 95 out of 100 outlets planned for that day. Leading FMCG brands in India target 90%+ beat coverage as a non-negotiable field discipline metric.
Beat coverage is meaningless without GPS validation. A manual tick-mark on paper can be faked from a tea shop, but a geotagged check-in forces the salesperson to physically reach the outlet. Attendance tracking systems with geofencing ensure that only on-premise visits count as coverage.
Coverage should always be read alongside productive call %, the share of visits that resulted in an order. A high coverage with low productive calls suggests the rep is ticking boxes without actually selling.
Real-world example
If a DSR was assigned 32 outlets for Monday's Andheri West beat and visited 30, beat coverage for the day is 93.75%.
Where it applies
Applicable industries
This term is relevant across the following SpireStock-supported industries.
How SpireStock handles it
Related SpireStock features
The concepts described above are implemented end-to-end in these product modules.
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