Summer is on the horizon. Half your team is gearing up for PTO, prospect response rates are already dipping, and pipeline coverage is starting to look a little thin. You know what’s coming—and if you’re in sales or RevOps, you’ve probably already circled July as “the tough one.”
But it doesn’t have to be that way.
Let’s talk about how to keep pipeline moving even when your team—and your prospects—aren’t.
What really happens to pipeline in the summer
Most sales orgs don’t fall behind because of a lack of effort. They fall behind because they don’t adjust for what’s different in Q3:
- Reps are on vacation. So you’ve got accounts sitting idle for weeks.
- Prospects are on vacation. Outreach slows down, meetings are harder to book, and buying cycles stretch.
- Books are bloated. Great accounts get buried in massive account lists, especially when no one’s paying close attention.
What’s at risk? Pipeline coverage, momentum, and ultimately, your ability to hit Q4 with confidence.
What you can do now to stay ahead
1. Refocus reps with smaller, smarter books
Sales teams perform better when reps focus on fewer, higher-quality accounts. That’s not opinion—it’s backed by what we’re seeing in the field.
One of our customers is a mid-sized data and services provider for the CPG industry, reps here were juggling books with thousands of accounts. Once they moved to smaller books powered by Gradient Works, engagement spiked, win rates climbed, and bookings hit record highs.
2. Keep accounts moving, even when reps aren't
Dynamic books make account coverage continuous. If a rep is out, you can reassign high-fit accounts to another team member with capacity. You’re no longer dependent on who happens to be online that day.
Box made this shift last year. They moved away from outdated zip-code territories and gave every rep a focused book refreshed in real time. Pipeline coverage improved, deal sizes grew, and reps finally had the tools to prioritize accounts that matter.
3. Build Q3 pipeline with sharper targeting
Summer is the right time to revisit your TAM. Market Map and AI Researcher help you find overlooked accounts, create microsegments, and refresh your outbound focus.
Instead of chasing every possible lead, focus on prospects that fit your ICP and show real buying potential. Your reps will get more out of fewer touches, and your team can prioritize the right opportunities even when activity slows.
A smarter way to work through the summer
Gradient Works gives you the infrastructure to operate at full speed—even with half the team out. It’s built for RevOps and sales leaders who want to:
|
Problem |
Gradient Works Fix |
|
PTO gaps stall engagement |
Accounts are automatically reassigned to reps with capacity |
|
Bloated books hide opportunity |
Dynamic Books refresh with fewer, better-fit accounts |
|
Missed market coverage |
Market Map + AI Researcher surface overlooked segments |
|
Manual distribution processes |
Bookbuilder automates routing and rebalancing in Salesforce |
And this isn’t just for outbound. We’ve seen this model drive results in account management, partner sales, SDR teams—any role that manages a book.
Summer can be a competitive advantage
While others go quiet, your team can get sharper.
Use this quarter to clean up books, roll out targeted GTM campaigns, and set up Q4 for success. Teams using Gradient Works aren’t waiting until fall to build pipeline. They’re doing it now—with better data, smarter prioritization, and fewer manual processes.
This isn’t about working harder. It’s about working smarter—with the right accounts, the right systems, and the flexibility to adapt when plans change (because they will).
Want to see how it works? We’ll show you what accounts you’re missing, how to rebalance coverage, and how to activate reps faster—with less overhead and better results.
