Gradient Works Docs
ProductDynamic BooksPricingRequest Demo
  • Welcome
  • ACCOUNT RESEARCH
    • Overview
      • Features
    • Market Map
      • Account Import
        • Salesforce
        • HubSpot
      • Salesforce Integration
        • How to Install Similar Accounts Component
      • CRM Export
        • Salesforce
        • HubSpot
      • FAQs
        • Attributes in Market Map
    • AI Researcher
      • How to create & configure an AI Researcher
      • Writing effective prompts
      • Prompt examples
      • Managed AI Researcher
    • Lookalikes
    • Credits
  • Bookbuilder
    • Overview
    • Enroll Accounts
    • Target Books
      • Target Book Report
      • Edit Reps
    • Account Coverage
      • Market Coverage
      • Rep Coverage
      • Working Activities
    • Transfer Accounts
      • Concepts
      • Account Pool
      • Distributions
      • Retrievals
      • Returns
      • Templates
      • Scheduling
      • Troubleshooting
    • How-to Guides
      • How to Rank Accounts for Distributions and Retrievals
      • How to Use the "Is In" Operator
  • Routing
    • Overview
    • Dashboard
    • Round Robin Queues
      • Create Queues
      • User Availability Status
      • User Working Hours
    • Users
    • Capacity Meters
    • Lead and Account Matching
    • Automation
      • Automation Executions
      • Log Entries
  • Automation Builder Kit (ABK)
    • Getting Started
    • Actions
      • Assignment
        • Directly Assign Items
        • Round Robin Assign Single Item
        • Round Robin Assign Multiple Items
        • Schedule and Assign Single Item
      • Dynamic Books
        • Retrieval
      • Flow Lifecycle
        • Execute Subflow
        • Failed
        • Finish
        • Resume
        • Start
      • Leads
        • Convert Lead
        • Convert Multiple Leads
      • Logs
        • Log Message
      • Matching
        • Match Account to Account
        • Match Lead to Account
        • Match Lead to Contact
        • Match Lead to Lead
      • Next Steps
        • Add Person to Campaign
        • Add Person to Sales Engagement Cadence
        • Check Person Enrollment in Cadence
        • Create Task
        • Send Single Assignment Email
        • Send Slack Message
      • Users
        • Get Used Capacity
        • Update Capacity
        • Update Weight
      • Utils
        • Evaluate Domain against Denylist
      • Advanced
        • Build Record Map from Lookup
        • Build Record Map from Field
        • Build Text Collection from Field
        • Convert ItemAssigned to Assignment
        • Execute SOQL
        • Get Record from Record Map
        • Assign Pending Items for Multiple Queues
        • Assign Pending Items for Single Queue
        • Enqueue Multiple Items
        • Enqueue Single Item
    • Models
      • AccountMatchResult
      • AccountToAccountMatch
      • Assignment
      • ConvertLeadRequest
      • ConvertLeadResult
      • DomainEvaluationResult
      • GenericSObject
      • LeadToAccountMatch
      • LeadToContactMatch
      • LeadToLeadMatch
      • QueueUserWeight
      • RecordMap
  • Integrations
    • Getting Started
    • Slack
    • Google Workspace
    • Microsoft 365
    • Salesloft
    • Outreach
  • Advanced
    • Salesforce Permissions
  • Miscellaneous
    • Changelog
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On this page
  • Account engagement
  • Market coverage
  • Rep coverage
  • Getting started
  1. Bookbuilder

Account Coverage

Pipeline starts with account coverage.

PreviousEdit RepsNextMarket Coverage

Last updated 9 months ago

Account Coverage equips sales leaders and managers with the intelligence they need to keep reps focused on their best accounts while also identifying and closing market coverage gaps.

The process maximizes account coverage by ensuring reps stay focused on a target book of the best accounts in the market. Effective execution requires visibility into rep coverage behaviors as well as the ability to identify high-quality accounts in the market that require improved coverage.

Account engagement

Successful account coverage starts with reps actually communicating with contacts at accounts through different types of sales outreach: email, phone, LinkedIn, etc. Gradient Works assumes these activities are tracked in Salesforce as tasks or events. Most sales engagement platforms like or do this automatically. You can configure the activities that matter to you using .

Market coverage

Ever experienced the pain of finding out a competitor closed a great account only to find that no one one your team ever even reached out? Or maybe you've tried to focus on a particular market segment with minimal success. If so, then is for you.

Market coverage enables you to create groups of accounts based on filter criteria. Quickly see who’s responsible for creating pipeline, diagnose coverage gaps and redirect resources to improve coverage via or .

Rep coverage

Ever needed to figure out why your reps aren't producing the pipeline required to hit your number even though they seem to be putting in the work? Or maybe you've had a rep with a large book ask for more accounts but you're petty sure they're not working the ones they have? If so, then is for you.

Rep coverage enables sales managers to see at a glance how their reps are covering their assigned accounts. Use this information to coach reps to focus on the right accounts, meet your organization's activity level requirements and do the most effective kinds of outreach.

Getting started

Account coverage is based on rep activity. To get started, set up . After that, dive into market coverage and rep coverage to start driving more pipeline.

dynamic books
Salesloft
Outreach
working activities
distributions
retrievals
rep coverage
working activities

Market Coverage

Segment your accounts to identify coverage gaps and opportunities for improvement that drive more pipeline.

Rep Coverage

See how reps are covering their assigned accounts and coach them on how to improve coverage to drive more pipeline.

market coverage