Target Book Report

View rep account allocations, rep capacity and account supply

Each Target Book provides a report with key information about the accounts already assigned to reps and how many accounts are eligible for future distributions.

Access the Target Book Report by clicking Target Books in the left nav and clicking on the name of a Target Book in the list.

Anatomy of the report

Ownership Breakdown

• Total Accounts - The number of enrolled accounts that also match the Target Book criteria

• Owned Accounts - Accounts owned by the reps in this Target Book (based on the ownership field you specify in the Target Book configuration)

• Eligible Accounts - The number of enrolled accounts that are not currently owned by reps in the Target Book

Reps Capacity Load

• Total Reps - The number of reps associated with this Target Book

• Reps Over Capacity - The number of reps associated with this Target Book who have more accounts than the maximum capacity specified in the Target Book configuration

• Reps Under Capacity - The number of reps associated with this Target Book who have fewer accounts than the maximum capacity specified in the Target Book Configuration

• Percentage Capacity - The percent of your total rep capacity in use. For example, if you have 2 reps associated with a Target Book that has a capacity of 100, then the total capacity is 200. If the reps have 180 accounts assigned to them in total, this would show 180 / 200 = 90%. If the reps have have 220 accounts assigned to them in total, this would show 220 / 200 = 110%.

Segment Module

Each of your Target Book segments (up to four) will show in this module.

• Donut chart - Shows how many enrolled accounts are owned and eligible using just the criteria from this Target Book segment

• Reps Capacity Load - Same as the total book definitions, but specific to just this segment

Account Ownership By Rep

Shows stats for each rep associated with the Target Book. Click "Edit Reps" to update the set of reps associated with this Target Book.

• Rep Name - The name of the associated rep. Click here to drill into the rep report.

• Target Book Accounts - The number of accounts owned by the rep that match the Target Book criteria.

• Off Book Accounts - The number of accounts owned by the rep that do not match the Target Book criteria.

• Segments - Shows a column for each segment and how many accounts the rep owns that match the criteria for that Target Book segment.

How to use the report

The Overview Report gives you a sense of "supply and demand". In a dynamic books model, you want to make sure that you have enough accounts to supply your reps with new accounts as they disposition their existing accounts and return them to the pool. You also want to make sure that reps have properly constructed books with few off book accounts and few deviations from the book capacity.

Here are a few things to look for:

• Under capacity reps - If you have reps that are under capacity, do a distribution to allocate more accounts to them

• Over capacity reps - If you have reps with too many accounts, do a retrieval to pull back accounts they're not working so they can be redistributed to other reps

• Large numbers of off book accounts - This can indicate that reps are spending time on accounts that they shouldn't be responsible for (e.g. Enterprise reps have large numbers of SMB accounts in their name). Look for processes (like lead routing) that might be incorrectly assigning accounts. You can use a retrieval to remove off book accounts.

• Low numbers of eligible accounts - This may indicate you don't have enough accounts (supply) relative to total rep capacity (demand). Consider prospecting to create more accounts or changing the Target Book criteria to be more permissive.