Build tomorrow's books
Every evening, the accounts worth working tomorrow are ranked, split across the team by territory and load, and handed to each rep with a verified contact and the reason.
The conversation
Sample accounts and numbers, for illustrationYouEvery evening, rank the accounts in our territories that are worth working tomorrow by ICP fit, fresh signals and CRM history, split them across the team by territory and by how many accounts each rep can work, keep accounts a rep has touched in the last 30 days on that rep's book, and give each rep their list with a verified contact and the reason for each account.
Unify3 checks · signals, CRM and contact data
- Scored every account in the six territories on ICP fit, signals from the last 14 days and the last CRM activity; set aside customers and open opportunities.
- Applied territory rules from Salesforce, kept accounts touched in the last 30 days with their rep, and shared the rest by each rep’s capacity.
- Found a verified contact for every account in a book through the contact waterfall.
Three hundred and forty accounts qualified tonight. Sixty-one went into six books, sized to what each rep can work tomorrow; the rest wait, ranked, for the next build.
- 340
- accounts qualified six territories
- 61
- placed in books six reps, tomorrow
- 19
- kept with a rep touched in the last 30 days
- 4
- exceptions for the manager
- 1Ana · West12 accounts
- 2Chris · East12 accounts
- 3Sam · Central10 accounts
- 4Priya · North9 accounts
Fit and signals are read from the data. Capacity is what the manager set per rep, and the split follows it, not the other way round.
YouShow me the exceptions and what you did with them.
UnifyFour accounts did not fit the rules cleanly. They are held for you rather than guessed into a book.
Headquartered in the West, but the plant that posted the jobs is in the East. Ana and Chris both have a claim.
Touched by Sam 22 days ago and by Chris 9 days ago. Two reps in 30 days.
Fresh Series B and a RevOps hire. Placed with Ana, who wrote to them in May and got a reply.
High fit, no signal in 14 days. Placed at the bottom of Sam’s book to fill the short territory.
YouOpen Sam’s book for tomorrow: the accounts, the contact at each and the reason.
UnifyHere is the top of Sam’s book for Central and the row at the bottom. Every row has a verified contact and one reason, and the filler says it is filler.
| Account | Signal | Contact | Why tomorrow |
|---|---|---|---|
| Corvane | New VP Support, 5 days ago | Ines Varga, VP Support | A new leader in the team you sell to |
| Oakline Supply | Six support roles posted this week | Lars Holm, Head of Support | Hiring into the problem |
| Tessera Logistics | Pricing page, two visits | Mei Tanaka, Operations Director | Kept: Sam wrote to her 12 days ago |
| Lumen Freight | None in 14 days | Tom Ekwe, Director of Support | Filler, marked as such |
The reason is one line the rep can open on. The signal stays as context and is not quoted to the prospect.
YouWhich reps have more unworked accounts in their books than they can reach this week, and what should move?
UnifyChris is carrying five more unworked accounts than he can reach this week. Three would move to Sam and two to Priya, and each move waits for your approval.
- 1Chris · East17 unworked
- 2Ana · West9 unworked
- 3Sam · Central4 unworked
- 4Priya · North3 unworked
A move crosses a territory line, so it is recorded as a swap and nothing changes hands until the manager says so.
YouRun this every evening at six, and send me the exceptions.
UnifyThe build runs at six each evening. Reps get their books in their queue, and you get the exceptions and the short territories.
Set up
- Evening build scheduled Six o’clock, every weekday, across the six territories. Books are written to each rep’s queue and to Salesforce as tasks.
- Exceptions to the manager Territory-line accounts, double touches and proposed moves between reps are held with the reasons. Nothing is assigned until you decide.
- Rep changes respected An account a rep drops back to the pool does not return to their book the next day. Swaps between reps are recorded.
The ranking says which accounts are worth the morning. Whether a rep works them in that order is the rep’s call.
Book building, with and without Unify
The morning starts with a search or with a list. The list wins the first hour.
| Without Unify | With Unify |
|---|---|
| Each rep builds their own list in the morning from a saved filter that has not changed in months | Accounts are ranked the night before by fit, fresh signals and CRM history, across the whole team |
| Two reps end up on the same account, and the best account sits in nobody's book | One account, one rep: ownership and recent activity are checked before anything is assigned |
| Territory rules live in a document, and the split is done by hand when someone remembers | Territory and capacity rules are applied every evening, and exceptions go to the manager |
| The rep gets a company name and finds the contact themselves, if they get to it | Each account arrives with a verified contact, the signal that put it there, and a one-line opener |
Start from this prompt
Make it your own in Unify, then review the results.
Every evening, rank the accounts in our territories that are worth working tomorrow by ICP fit, fresh signals and CRM history, split them across the team by territory and by how many accounts each rep can work, keep accounts a rep has touched in the last 30 days on that rep's book, and give each rep their list with a verified contact and the reason for each account.
What else you can ask for
The walkthrough is one path through this workflow. These are the turns people take most often.
- One repBuild Sam's book for tomorrow: fifteen accounts in the West territory, ranked by signal, each with a verified contact and one line on why.Try in Unify
- Rebalance the teamWhich reps have more unworked accounts in their books than they can reach this week, and which accounts should move to reps with room?Try in Unify
- Signals onlyWhich accounts in our territories had a new signal in the last 48 hours, and who should get each one?Try in Unify
How it changes by who you sell to
- Software
- Software teams split by segment and by who touched the account last, and the book goes stale in a week. Ask Unify to rank by signal age, keep accounts with a rep who wrote last month on that rep's book, and cap each book at what a rep can actually work.
- Financial services
- Bank and insurer territories follow geography and licence, so a hot account in the wrong state is wasted. Ask Unify to respect the territory map first and the signal second, and to hold cross-territory accounts for the manager.
- Healthcare
- Health-system accounts are large and shared, so two reps often work one system. Ask for books split by facility rather than by system, and for the department contact at each facility rather than a corporate switchboard.
- Manufacturing
- Plant-level accounts reward reps who know the region. Ask Unify to distribute by plant location, weight a new plant or an expansion announcement heavily, and give each rep the operations lead with a direct number.
- Professional services
- Firms are worked by practice, not by size. Ask for books grouped by practice area, with the partner as the contact, and keep the accounts a rep has met in person on that rep's list regardless of the split.
Next in operations and data
Deal next stepsGive every open deal a next stepTurn the latest activity and unresolved questions into one concrete action for each opportunity.
+7Data qualityKeep account and contact data currentFill the gaps, match new lists against what you have, and keep records with the people who own them.- Outreach exclusionsKeep protected accounts out of outreachExclude customers, competitors, open opportunities and accounts another rep is already working.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
Questions about this workflow
How does Unify decide which rep gets an account?
Territory rules from your CRM first, then recent activity: an account a rep touched in the last 30 days stays with them. What is left is shared by capacity, the number of accounts each rep can work in a day, which you set per rep.
What stops two reps working the same account?
Ownership and activity are checked before assignment, and every account is written to exactly one book. If two reps touched the same account recently, it goes to the manager's exception list rather than to either book.
Can a rep change their book?
Yes. A rep can drop an account back to the pool or swap with a teammate, and the reason is recorded. The next evening's build takes those choices into account so the same account does not come back the next day.
How is this different from prioritising today’s accounts?
That page ranks one rep's own book. This one builds the books for the whole team from a shared pool, applies territory and capacity rules, and is run by the manager or RevOps rather than by each rep.