Dynamic book management
A better approach to territories and account coverage, built on best practices from top B2B inside sales teams
Account books should never be static. Dynamic book management is a modern way of assigning accounts to sales reps, continually matching the best available accounts with rep capacity.
Dynamic book management ensures that all of your highest potential accounts are being worked, always. No more overlooked accounts. No more dusty territories. No more account hoarding.
It helps teams increase rep productivity and attainment. It ensures you get the most from each and every rep.
Learn how Omnipresent transformed their outbound sales processes with dynamic book management
Omnipresent increased opportunity creation by 16% in just a month with a dynamic books approach to territory design. Powered by Gradient Works Bookbuilder.
Why dynamic book management?
Dynamic book management is a modern sales territory design that continually assigns accounts (or leads or opportunities) to the best-matching rep with available capacity.
Traditional territory design is inefficient and unfair (read about the trouble with territories). Built on best practices from high performing B2B inside sales teams, dynamic books is a new way of equitably allocating accounts to increase rep productivity.
A dynamic books approach relies on books instead of territories. Every rep is assigned a book of accounts, based on account fit and in-market timing, as well as the rep’s available capacity. When an account is converted or disqualified, it moves out of the rep’s book and a fresh new account moves in.
Dynamic books allows sales teams to manage account supply and demand continuously. Best of all, dynamic books eliminates the need for annual territory planning and complicated territory spreadsheets.
"When sales territories are out of balance, organizations spend too much money and time on low-potential customers, while spending too little on high-potential customers. As a result, sales organizations can leave millions of dollars in lost productivity unrealized."
The world's first dynamic book management software
Introducing Gradient Works Bookbuilder, the world’s first dynamic book management software. Gradient Works automates the full dynamic books process, ensuring reps always have balanced books with the highest-potential accounts.
Early Bookbuilder customers have seen incredible results, transforming their sales productivity by:
- Working more accounts
- Getting more reps on target
- Ramping reps faster
- Creating more pipeline
- Saving hours of manual effort
The trouble with territories
Only 53% of sales reps regularly hit quota. 76% of companies use geographic territories. These things are related.
Despite all your investments in coaching, training and tools, attainment still suffers.
You’re missing out on revenue because you’re not deploying your reps effectively.
It’s not your fault. It’s because your territory design still relies on methods developed over 100 years ago. And 83% of companies still design their territories with spreadsheets.
But opportunity is not distributed geographically.
With a traditional territory model, some reps get territories with so many high-potential accounts they can’t talk to them all, while other reps starve in territories with low potential. The result? Uneven attainment, unhappy reps, unrealized revenue.
100 years ago, this was the best sales teams could do. But we can do better now. That’s where dynamic book management comes in.