For front-line managers
Where great accounts meet accountability
When your reps have the right accounts and you can see exactly how they’re working them, coaching is specific, ramp time shrinks, and attainment spreads more evenly across your team.
01The shift
Before and after Gradient Works
Before Gradient Works
- Coaching conversations rely on "do more outbound".
- You cannot tell which accounts a rep has genuinely worked.
- A rep with 2,000 accounts is impossible to hold accountable.
- Every rep has a different idea of what "worked" means.
- New hires take months to find anything worth calling.
After Gradient Works
- Coaching starts from which accounts were engaged and which were not.
- Rep reports show real engagement against the assigned book.
- A focused book makes coverage a reasonable expectation.
- Activity thresholds define "worked" once, for everyone.
- New hires start with accounts worth calling on day one.
02What you get
What front-line managers get with Gradient Works
- Specific coaching
"You engaged 30 of your 200 accounts last month" is a conversation with somewhere to go. "Do more outbound" is not. The data makes the first version possible.
- A book you can hold someone to
Accountability requires a target that is actually achievable. A hundred accounts a rep can cover is a commitment; two thousand is a suggestion.
- One shared definition of "worked"
Activity thresholds set the bar centrally, so the standard is the same across your team and is not renegotiated deal by deal.
The hardest part of managing outbound is not motivating effort. It is knowing whether a flat month was the wrong accounts, not enough activity, or the wrong message — and those three have different fixes.
- 100–250
- accounts in a focused rep book
- 1–2 hrs
- saved per rep per day on prospecting
- +16%
- more opportunities created per rep
03Proof
What they say
I could pull all the data from Gradient Works from last year and tell you exactly how many accounts each rep actually engaged.
You can’t just tell reps something, you have to show them. Within a few months, I had people slacking me about how cool it was.
04Questions
Questions we hear from front-line managers
Is this a rep surveillance tool?
It reports engagement against the accounts a rep was assigned, which is the same thing you are already trying to assess in one-on-ones — just with data instead of recall. The useful output is which accounts need attention, not a productivity ranking.
What counts as engaging an account?
Whatever your organisation decides. Activity thresholds are configurable, so the bar reflects your motion rather than a vendor default.
Will my reps lose accounts they are working?
No. Retrieval targets accounts that are not being engaged. An account a rep is genuinely working stays with them.
How does this help a struggling rep?
Usually by removing the excuse and the ambiguity at the same time. If the book is good and coverage is low, that is a coachable behaviour; if coverage is high and nothing is landing, the problem is elsewhere and you now know that.
Coach on specifics, not volume
Rep activity and engagement analytics are included on the free plan.