One of the main capabilities of the Gradient Works pipeline platform is replacing traditional static sales territories with dynamic books, a flexible account assignment model.
With dynamic books, commercial sales teams can:
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Ensure reps work small, high-quality books of accounts that are regularly refreshed
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Automate lead distribution and territory management to ensure fair workload balance
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Adjust account assignments dynamically based on real-time capacity and market changes
Dynamic books enables dynamic territories by ensuring B2B sales reps always have a balanced, high-quality book of accounts to work.
How Gradient Works enables dynamic books
Here's more about how Gradient Works works to manage a team's dynamic books. (And you can learn more about the product here anytime.)
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Replaces static territories
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Traditional sales territories are often imbalanced and inefficient—some reps get too many good accounts, while others struggle with low-quality leads.
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The Gradient Works platform dynamically assigns accounts based on real-time sales capacity and market conditions, eliminating these inefficiencies.
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Continuous account rotation
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Reps work smaller books (typically 50-150 accounts), ensuring they focus on high-potential opportunities.
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As reps work through accounts, Gradient Works automatically replaces them with new high-quality prospects from a ready pool.
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Automated redistribution
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If an account isn’t being worked, the platform reassigns or “rests” it, preventing hoarding and ensuring every account gets proper attention.
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This prevents pipeline gaps and ensures full market coverage.
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Flexible adaptation to market changes
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If a new industry trend emerges or market conditions shift, Gradient Works allows RevOps to reallocate focus instantly, rather than waiting for annual rebalancing.
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This agility allows sales teams to quickly shift toward high-performing industries.
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Impact of dynamic books
Sales teams using dynamic books see outcomes like:
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Increased rep efficiency – Reps focus on the best accounts instead of managing large, unbalanced books
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Improved account coverage – No high-potential accounts go untouched
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Faster pipeline growth – More targeted outreach leads to higher opportunity creation
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Easier scaling – New reps get immediate access to high-quality accounts, making onboarding smoother.
Here’s a case study on how one company used Gradient Works to enable dynamic territories and improve sales efficiency.
SPINS is a mid-sized data and services provider for the CPG industry. They work with smaller emerging brands as well as large enterprise brands, which means they have both enterprise and SMB sales motions.
SPINS had inefficient and imbalanced sales books—some reps had over 3,000 accounts, while others had far fewer but of lower quality. Recent territory changes caused confusion, leading to missed targets and reps working the wrong types of accounts (SMB reps handling enterprise accounts and vice versa).
SPINS implemented Gradient works to:
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Reorganize rep books by ensuring enterprise reps had enterprise accounts and SMB reps had SMB accounts
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Shrink book sizes to 300-400 accounts per rep, making it easier for reps to focus on high-potential accounts
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Enable dynamic redistribution, ensuring reps continuously worked the best available accounts instead of being stuck with underperforming ones
They saw incredible results, like:
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Win rate increased from 13% to 20% within a year
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Pipeline growth accelerated, leading to higher deal sizes
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Q4 became their best quarter ever, with December setting a new monthly revenue record
Gradient Works and dynamic books ensure sales reps always work a small, high-quality, and continuously refreshed book of accounts. That maximizes pipeline efficiency, improves account coverage, and eliminates territory imbalances.
