Account Coverage

We've upgraded the Account Coverage experience, but if you're on Salesforce package version 1.130 or earlier, these docs are for you. Please upgrade your package to get the new reporting.

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 dynamic books 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 Salesloft or Outreach do this automatically. You can configure the activities that matter to you using working activities.

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 market coverage 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 distributions or retrievals.