2025 Midyear GTM Audit & Playbook

Learn how top GTM teams recover midyear pipeline

We researched dozens of B2B companies to understand how revenue leaders respond when pipeline and quota attainment fall behind. This report shares proven strategies for accelerating go-to-market performance amid longer sales cycles, lower win rates, and economic pressure.

You’ll see practical examples of how sales, RevOps, and marketing teams realign territories, re-energize outbound, and improve conversion rates.

From territory rebalances to daily rep accountability systems, learn what leading teams do differently to close pipeline gaps faster.

Key takeaways include: 

• High performers build 4–7× pipeline coverage to offset win rates of 17–20%.

• Multi-threaded deals close 42% more often than single-threaded ones.

• Only 7% of teams respond to inbound leads within 5 minutes, yet this drives the highest conversions.

• Companies combining outbound “sprints,” daily activity tracking, and data cleanup often regain momentum within one quarter.

This report highlights how leading B2B sales teams struggle when territories and account assignments go stale. Many organizations entered midyear with pipeline coverage under 3×, well below the 4–7× benchmark needed to offset win rates of 17–20%. As a result, high-value accounts sat untouched while others were overworked, creating uneven performance and missed revenue.

To fix this, many teams rebalanced territories, refreshed ICP criteria, and added dynamic account rotations. The results included higher rep productivity, faster response times, and better quota attainment.

Gradient Works makes these strategies scalable. With dynamic books, automated account distribution, and clear activity tracking, your team can focus on the right accounts at the right time.