How Valley's Multi-Seat Management Works
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Saniya Sood
How Does Valley Enable Team-Level LinkedIn Outreach Coordination?
Individual sales reps achieving results with LinkedIn automation is valuable. Teams coordinating their efforts without duplicating outreach or creating conflicting messaging is transformational. Valley's multi-seat management provides the infrastructure for coordinated team execution.
Traditional LinkedIn automation tools treat each seat as independent: separate logins, isolated campaigns, no visibility into what colleagues are doing, manual coordination through spreadsheets or Slack, frequent duplicate outreach to the same prospects.
This fragmentation creates problems: prospects receiving multiple messages from your company look disorganized, territory conflicts between reps damage team cohesion, inconsistent messaging confuses prospects about your positioning, and managers lack visibility into team activity and results.
Valley's workspace model centralizes team coordination while preserving individual autonomy: shared ICP definitions ensure consistent targeting, centralized DNC lists prevent duplicate outreach, coordinated campaign management maintains visibility, territory assignment prevents conflicts, and unified reporting shows team-level impact.
The result: teams operate as coordinated units rather than independent operators, multiplying individual effectiveness through collaboration.
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What Team Coordination Features Does Valley Provide?
Valley's multi-seat architecture includes specific features designed for team scenarios that solo users don't need.
Workspace Administration:
Workspace admins (typically sales leaders or RevOps) control team-wide settings: who can access the workspace and with what permissions, company-wide ICP definitions all seats reference, global DNC lists applying to all campaigns, shared writing style guidelines maintaining brand voice, and budget allocation and seat management.
This administrative layer ensures consistency without micromanaging individual rep execution.
Prospect Deduplication:
Valley tracks prospects across all seats in a workspace: if Rep A adds a prospect to a campaign, Rep B sees that prospect is already being contacted, system prevents duplicate messages to the same person, and alerts notify reps when prospect is in multiple campaigns.
Example Scenario: Sales rep targets ABC Company executives via profile viewer campaign. Account Executive separately targets same company through website visitor campaign. Valley detects overlap and routes to appropriate owner based on rules (AE gets priority for target accounts, SDR gets priority for new discoveries, etc.).
Territory Management:
Workspace admins define territory assignments: Geographic territories (EMEA, Americas, APAC), Industry vertical assignments (FinTech, Healthcare, Manufacturing), Company size segmentation (Enterprise, Mid-Market, SMB), Named account ownership (specific companies assigned to specific reps).
Valley automatically routes prospects to correct team members based on these assignments, preventing territory conflicts before they occur.
Campaign Naming Conventions:
Teams establish shared naming standards: [Rep Initials]-[Signal Type]-[ICP/Vertical]-[Month], example: "JS-ProfileViewers-FinTech-Feb26", "MK-PostEngagement-Enterprise-Feb26".
Standardized naming enables: quick campaign identification in reports, filtering by rep/signal/ICP/time period, performance comparison across similar campaign types, and easy management of large campaign volumes.
Shared Assets and Templates:
Workspace-level resources all team members access: ICP definitions for each target segment, value proposition and messaging frameworks, competitive positioning by competitor, objection handling guidelines, case studies and proof points, sales collateral and resources.
This shared knowledge base ensures consistent positioning across the team.
► Check Out More of Valley's Incredible Outreach: A compilation of real time messages and responses!
How to Set Up Territory Assignment in Valley?
Territory definition prevents the primary team coordination problem: multiple reps contacting the same prospects and creating poor customer experiences.
Geographic Territory Setup:
Define clear geographic boundaries for each rep: Rep A owns North America (US and Canada), Rep B owns EMEA (Europe, Middle East, Africa), Rep C owns APAC (Asia-Pacific).
Valley configuration: Set up geographic filters per seat's campaigns, prospects in Rep A's territory automatically excluded from Rep B/C campaigns, system checks prospect company headquarters location for assignment.
Vertical/Industry Territory Setup:
Assign reps to specific industries they understand deeply: Rep A owns Financial Services verticals, Rep B owns Healthcare and Life Sciences, Rep C owns Technology and SaaS.
Valley configuration: Industry-based filtering on campaigns, automatic routing based on prospect company industry classification, allows specialization and expertise development.
Company Size Segmentation:
Divide market by company size: SDR Team handles SMB (10-100 employees), Mid-Market AEs handle 100-500 employees, Enterprise AEs handle 500+ employees.
Valley configuration: Company size filters on campaigns, automatic routing based on employee count, ensures right seller engages based on deal size potential.
Named Account Strategy:
For high-value target accounts, assign specific companies to specific reps: Enterprise AE owns relationships with top 50 target accounts, Valley automatically routes any signal from these accounts to assigned AE, all other accounts flow to general territory assignments.
Valley configuration: Upload named account lists per rep, priority routing rules (named accounts override geographic/industry rules), visibility for AE when their accounts show signals.
Hybrid Territory Models:
Most teams use combinations: Geographic primary assignment, Industry overlay for specialization, Named accounts carved out for key targets, Flexible reassignment for specific campaigns.
Valley supports complex territory logic without requiring manual coordination.
How Does Valley Prevent Duplicate Outreach Across Team Members?
Duplicate outreach; multiple team members messaging the same prospect—creates the worst possible prospect experience and damages brand credibility. Valley's deduplication prevents this systematically.
Real-Time Duplicate Detection:
When any rep adds prospects to campaigns, Valley checks across all workspace seats: Is this prospect in any other active campaign?, Has this prospect been contacted in past 90 days?, Is this prospect owned by another rep based on territory rules?, Does this prospect match a named account assignment?
If conflicts exist, Valley: Alerts the rep attempting to add the prospect, Shows which team member already owns/contacted this prospect, Suggests alternative prospects, Blocks duplicate addition based on rules.
Automatic Deduplication Rules:
Configure workspace-wide deduplication preferences: Never allow same prospect in multiple campaigns (strictest), Allow if campaigns are 90+ days apart (enables re-engagement), Allow if different signal types (profile view vs. website visit), Allow only with manager approval.
Most teams use 90-day rule: once contacted, prospect is locked for 90 days regardless of team member.
Cross-Campaign Visibility:
Sales managers view all team campaigns in one dashboard: See which prospects each rep is targeting, Identify overlap before it becomes problematic, Reassign prospects when necessary, Monitor outreach velocity across entire team.
This visibility enables proactive management rather than reactive conflict resolution.
DNC List Coordination:
Workspace-level DNC lists apply to all seats: Existing customers (no one should prospect them), Competitors (organization-wide exclusion), Partners (maintain relationships, don't cold prospect), Closed-lost deals in past 6 months (avoid premature re-engagement).
Any rep adding to workspace DNC list protects entire team from mistakes.
Account-Level Locking:
When one rep engages an account (company), Valley can lock that account: All employees at that company assigned to engaging rep, Prevents team members from contacting different people at same company, Ensures coordinated account strategy, Maintains single point of contact for customer.
How to Track Team Performance Across Multiple Valley Seats?
Understanding team-level results requires aggregation and comparison across seats while maintaining individual accountability.
Team Dashboard Views:
Workspace admins access consolidated reporting: Total outreach volume across all seats, Aggregate response rates, Combined meeting volume, Total pipeline generated, Team-wide conversion metrics.
This executive view shows Valley's overall impact on sales organization.
Individual Rep Performance:
Drill into specific seat performance: Rep A: 150 prospects contacted, 12% response rate, 8 meetings, $40K pipeline, Rep B: 200 prospects contacted, 8% response rate, 10 meetings, $55K pipeline, Rep C: 125 prospects contacted, 15% response rate, 12 meetings, $65K pipeline.
Analysis reveals: Rep C has best conversion efficiency (focus their approach), Rep B has highest volume (good work ethic, needs conversion coaching), Rep A is balanced (solid baseline performer).
Comparative Metrics:
Compare reps against each other and team averages: Response rate vs. team average, Meeting booking rate vs. top performer, Pipeline per prospect vs. benchmark, Message quality scores (AI approval rate, edit frequency).
Comparative metrics identify coaching opportunities and best practices to share.
Campaign Type Performance:
Track which campaign types perform best: Profile viewer campaigns: 10% response rate across team, Post engagement: 12% response rate, Website visitors: 18% response rate.
Insight: Reallocate effort to highest-performing campaign types (website visitors).
ICP Segment Analysis:
Measure results by target segment: Enterprise segment: 8% response, $850K pipeline, Mid-market: 12% response, $320K pipeline, SMB: 15% response, $180K pipeline.
Insight: Enterprise has lowest response but highest pipeline value—maintain focus despite lower engagement rates.
Trend Analysis:
Monitor performance trends over time: Month-over-month response rate changes, Pipeline generation trajectory, Meeting volume trends, Message quality evolution.
Declining trends trigger investigation and intervention. Improving trends validate strategy.
How Should Sales Managers Use Valley for Team Development?
Beyond operational coordination, Valley provides coaching and development opportunities for sales leaders.
Message Quality Coaching:
Managers review team members' Valley messages to coach messaging skills: Identify reps with high edit rates (AI not matching their voice—needs training), Review rejected messages (what made them unsuitable?), Highlight excellent approved messages (share as examples), Compare personalization depth across team (coaching opportunity).
Valley makes messaging visible and coachable at scale.
Best Practice Identification:
Analyze top performers' approaches: What research parameters do they select?, How do they structure messages?, Which CTAs do they use?, What follow-up sequences work best?
Document and share these practices: Create team playbooks from Valley data, Update writing style guidelines based on what works, Train other reps on successful approaches.
Onboarding Acceleration:
New reps benefit from team-wide Valley knowledge: Start with proven ICP definitions (not starting from scratch), Use tested messaging frameworks (faster time to first meeting), Learn from historical campaign data (avoid trial-and-error), Access shared resources (case studies, objection handling).
Valley new rep onboarding: 30-45 days to full productivity vs. 60-90 days manual.
Territory Optimization:
Analyze territory performance for rebalancing: Which territories produce best results?, Are some reps over/under capacity?, Should territory boundaries change?, Do specializations make sense?
Valley's data informs these strategic decisions with evidence rather than intuition.
Accountability and Metrics:
Track activity and results transparently: Daily/weekly outreach volume by rep, Response rates showing engagement quality, Meeting bookings demonstrating conversion, Pipeline contribution measuring revenue impact.
Clear metrics eliminate ambiguity about performance expectations.
What Team Structures Work Best With Valley Multi-Seat Management?
Different sales team organizations leverage Valley differently based on their structure and go-to-market motion.
SDR → AE Handoff Model:
SDR team uses Valley for prospecting and qualification: SDRs run all outbound campaigns, Qualify prospects through Valley sequences, Book meetings and hand to AEs, Measured on meeting volume and quality.
AE team focuses on closing: Minimal Valley usage (SDRs feed them qualified pipeline), Possibly use Valley for account expansion in existing customers, Measured on revenue and close rates.
Valley role: Pure top-of-funnel engine feeding AE team.
Self-Sourcing AE Model:
AEs run their own prospecting with Valley: Each AE manages their own campaigns, Books their own meetings, Follows through to close, Measured on end-to-end metrics.
Valley role: Personal prospecting assistant for each AE, multiplying their capacity.
Blended SDR/AE Model:
SDRs handle cold outbound, AEs handle warm signals: SDRs use Valley for profile viewers and post engagement (cold signals), AEs use Valley for website visitors and high-intent signals (warm), Territory rules route appropriately, Collaboration on target accounts.
Valley role: Signal router directing right prospects to right team members.
Pod Model:
Small teams (AE + SDR + CSM) own segments: Each pod owns geographic/vertical territory, SDR prospects, AE closes, CSM expands, Valley coordinates within and across pods.
Valley role: Pod coordination tool preventing cross-pod conflicts.
RevOps-Managed Model:
RevOps team runs Valley for field sales: RevOps configures campaigns and targeting, Sales team receives qualified, researched prospects, Reps focus purely on conversations, Measured on conversion not sourcing.
Valley role: Centralized demand generation engine.
► Here's the Valley Warm Outbound Launch Video
Each structure succeeds with proper Valley configuration aligned to org design.
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