Every rep, always working the right accounts
Static account lists decay. Reps hoard the best accounts, new hires inherit leftovers, and RevOps adjusts constantly. Gradient Works automates the cycle — keeping every rep’s book full, fresh and stocked with high-fit accounts.
01The problem
Static territories are hurting your pipeline
A territory assigned once a year stops being accurate almost immediately, and the failure mode is quiet: nothing breaks, the accounts just sit there.
- Reps hold onto the accounts they like and never return the rest.
- New hires inherit whatever nobody else wanted.
- A rep with 2,000 accounts is not covering 2,000 accounts.
- RevOps spends the year making manual adjustments that are stale on arrival.
02The approach
Books that refresh themselves
Give every rep a small, focused book of the highest-fit accounts available up to their capacity, then retrieve what is not being worked so someone else can pick it up.
The inside sales team of the future is smaller, account-based and agile. It works dynamic books — a modern way of assigning accounts to reps that continually matches the best available accounts with rep capacity.
Only 53% of sales reps regularly hit quota. 76% of companies use geographic territories. Those two facts are related.
03End to end
How it works
- 01
Score
Market Map ranks your whole account universe by similarity to your closed-won customers.
Learn about Market Map - 02
Build
Target Books define territories as rules, so the definition stays stable while the accounts move.
- 03
Work
Each rep’s book fills to capacity with the best accounts available, and refreshes as they engage.
Learn about Bookbuilder - 04
Measure
Coverage and rep reports show which accounts are actually being worked.
Learn about analytics
- 50%
- more opps from dynamic vs static territories
- 100–250
- accounts in a focused rep book
- 1–2 hrs
- saved per rep per day on prospecting
- 18%
- higher meeting rate at Omnipresent
04Proof
What customers say
This has been my favorite transformational system change for our business. You’re never going to get it right the first time.
Each AE shouldn’t have more than 100 accounts in their name. More than that takes away our ability to work them.
With dynamic books, we can quickly react to what’s going on in the market and refocus our energy on industries where deals are still moving.
05Questions
Frequently asked
What exactly is a dynamic book?
A small set of high-potential accounts assigned to a rep up to their capacity, refreshed automatically as they work it. The rep always holds the best available accounts they can realistically cover, rather than a fixed list for the year.
Won’t reps object to losing accounts?
In practice the objection fades quickly, because what they get back is better than what they give up. Retrieval only takes accounts a rep is not working, and it is what makes room for higher-fit accounts to arrive.
How is this different from geographic territories?
A zip code tells you where an account is, not whether it looks like a customer. Dynamic books start from account fit and rep capacity, which is why teams see more opportunities from the same headcount.
Does this require Salesforce?
Yes. Bookbuilder is a native Salesforce managed package. Scoring and territory planning also work with HubSpot or a CSV.
Move to dynamic books
Start on the free plan and see what your rep books look like when they are built from fit.