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Key Takeaways:
- Traditional account coverage is inefficient: Relying on manual data entry and scattered tools left gaps, inaccuracies, and limited visibility into sales activities.
- People.ai streamlines account insights: With automated activity capture and real-time dashboards, sales leaders can track engagement, identify coverage gaps, and focus on the right personas.
- Better engagement drives results: By shifting from activity tracking to quality intelligence, teams can build stronger pipelines, ensure executive-level engagement, and hit revenue targets effectively.
Hi, I'm Chris Albro, SVP of Sales at People.ai. With decades of experience leading enterprise sales teams, I've learned that understanding account coverage is crucial to building enough pipeline to hit your revenue targets.
For most of my career, getting a clear picture of account coverage was like trying to piece together a puzzle with half the pieces missing. Since joining People.ai (and using the People.ai Product Suite), understanding account coverage is as simple as opening up your CRM. I have instant visibility into my team's activities, engagement levels, and the quality of those engagements.
Understanding your account coverage
Before People.ai: Flying blind with manual data collection and incomplete insights
Previously, understanding account coverage meant cobbling together information from multiple sources. I'd pull up complicated Tableau reports, check Outreach or SalesLoft for activity metrics, and ultimately rely on my AEs telling me what was happening in their accounts. The data was incomplete at best, misleading at worst. Every piece of information in Salesforce was manually entered by AEs – their opinion, their story.
With People.ai: Real-time, complete account coverage intelligence
Now, I open one dashboard in my CRM and instantly see who my AEs are engaging with, how they're engaging, and if they're focusing on the right personas. I can quickly identify if an AE has high engagement but no planned future activities, spot gaps in territory coverage, and ensure we're meeting with senior-level decision-makers. The data is automatically captured and I get the full story in a simple, easy-to-understand dashboard – that does not rely on manual entry.
Account coverage forensics before and after People.ai
The Impact: From activity forensics to quality intelligence
For me, the difference isn't just about saving time – it's about ensuring we build enough pipeline to hit our numbers. With a complete understanding of our account coverage, I can ensure my team engages with the right accounts and personas. I can quickly spot gaps, coach proactively, and focus our efforts where they'll have the biggest impact.
This isn't just about measuring activity, it's about understanding the quality of our engagement and driving real business outcomes.
What makes People.ai different:
People.ai’s best-in-class technology gives you the full story of what’s happening in your sales organization. People.ai’s robust data ingestion allows you to capture all your sales activity data (email, meetings, phone and video calls, Slacks, LinkedIn messages, and more), then filters out sensitive, personal data, while enriching the data it matches to the correct accounts.
Our account, opportunities, and lead matching outperforms the competition because of our superior score-based matching technology which evaluates all potential matches, unlike other common tools that have a rigid set of pre-defined rules.
Next ▶️: Automated Activity and Contact Capture with Erik King