Field note
What a Q4 coverage map should actually include
Before October, a Georgia regional manager needs more than a colored county map. The useful sheet lists every named account the company already claims, the owner, the last meeting date, and whether any amount sits in the current forecast.
Accounts with an owner and no meeting since June are not coverage. They are names on a list. In a Q4 forecast review we mark those rows separately so the commit is not carrying relationships that have gone quiet.
Whitespace, in this work, means accounts the team already tracks but has not assigned. It does not mean a purchased list of every manufacturer in the county. Inventing names to fill a map makes the next forecast worse.
Print the sheet. Digital maps hide the empty rows. A paper pass around the table still catches the house account nobody wanted to claim before the holidays.