Congrats you’ve made it to the midpoint of the year. H1 is in the books, Q3 is kicking off, and it’s time to recheck the engine. If you’re leading sales or RevOps, this is your cue to zoom out, recalibrate, and make some smart bets to finish strong.
1. Get ruthless with focus
If your outbound motion feels sluggish, it might be overloaded. Massive account books, messy CRMs, and generic sequences? That’s a recipe for inefficiency. Trim the fat. Start with a book audit, how many accounts are reps actually engaging?
Not ready for a full overhaul? Even redistributing your top-tier accounts can breathe new life into lagging pipeline.
2. Your CRM is lying to you (kind of)
Data gaps are killing your targeting. If your CRM looks like Swiss cheese, your ICP prioritization is built on shaky ground. Gusto tackled this head-on with AI-powered research to fill in firmographic and intent data. That’s not just clean-up, it’s competitive advantage.
Gradient Works Account Research gives you the ability to patch those holes fast, so your reps are working accounts that actually fit your ICP.
3. Stop waiting for the annual reorg
Static territories are deadweight. They can’t flex with new hires, market shifts, or campaign pivots. If you’re still doing annual “carving” sessions, you’re spending more time planning than selling.
The better move? Dynamic books, a model where reps are constantly fed high-potential accounts and return unworked ones. Gradient Works Bookbuilder automates this so reps stay focused and productive without RevOps building a new plan every quarter.
4. Sharpen your metrics
Don’t just track activities. Instead, start measuring:
- Account coverage – How much of your ICP are reps actually engaging?
- Opportunity creation rate – Of the accounts they’re working, how many are turning into opps?
- Incubation period – How long does it take from assignment to meeting?
These metrics expose gaps between “activity” and real results. Check out this read that goes more in depth benchmarks to each of these.
5. Reset expectations and enablement
Mid-year is prime time to run a “mini kickoff.” Tighten your messaging. Train on updated microsegments. Build alignment across SDRs, AEs, and AMs. Align your whole GTM team around fresh targets and make sure enablement isn’t just another deck. Give reps the context to go deep, not wide.
TL;DR:
Mid-year is your chance to reset. Focus your books. Clean your data. Rethink territories. Level up your metrics. And arm your reps to execute. Gradient Works is the platform that makes all this easier but even if you’re not ready to change systems, you can start with better questions, tighter books, and sharper strategy today.
Let’s finish strong.
