The sales accelerator work list

What it does

The work list is the left-hand panel of the sales accelerator workspace: a single ordered queue of records that need a touch today, drawn across every record type the admin enabled. Each entry pairs the record with its next action, so the seller works down a list rather than hunting through views.

Key facts

The list is built from records assigned to the seller, plus activities that are due today or overdue from earlier dates. Both sequence-generated and manually created activities qualify.
The rolling window is 30 days. Records whose activity falls outside that window drop off the list automatically — there is no manual purge and no setting to widen it.
Ordering puts the highest-scoring record at the top, which is where predictive lead and opportunity scoring earns its place. Without scoring enabled the ordering is much less interesting.
Out-of-the-box filters are Unopened, Followed, Due by (Today, From tomorrow, Overdue), Record type and Activity type (phone call, email, task, meeting). Record type and Activity type each require at least one selection.
Unread items render in bold with a blue bar down the left edge. Read/unread is per seller and can be toggled manually.
The per-item More options menu carries Mark complete, Skip activity, Snooze, change read/unread, Follow/Unfollow and Skip wait time.
Completing an activity removes the item from the list rather than greying it out. Sellers who expect a tick-off list find this disorienting at first.
Bulk email is available from the list-level More options menu; records are grouped by sequence and then by action so the same message goes to a coherent set.
Personalize workspace in the same menu is the seller's own settings entry point — availability, auto advance, steps and activities, filter visibility.
From version 9.1.23093.10010, Back, Save & Close and Open in new window were removed from the form command bar inside the workspace for performance reasons. Clients on older builds will see them; those on current builds will ask where they went.

When to use / skip

If the accelerator is on at all, the work list is the point of it — this isn't a component you enable separately. The real question is whether you configure it to be trustworthy, because a work list that shows the wrong things gets abandoned in a fortnight and takes the rest of the accelerator with it.

The signal to invest is a team whose day is genuinely queue-shaped: fifty to several hundred open records each, mostly leads, mostly worked by phone and email on a cadence. For those teams the list replaces three saved views and a spreadsheet.

Where it falls down is thin data. If activities aren't being created — no sequences, no discipline about logging calls — the list is empty and the seller concludes the feature is broken. Get activity creation working before you show anyone the work list.

Configuration decisions

Which record types appear, decided at accelerator setup, and therefore what the filter and sort options can even offer.
Whether predictive scoring goes in, since that is what makes the top of the list meaningful rather than arbitrary.
Which custom filters and sorts to build for the team's actual segmentation — territory, product, campaign — and which of the defaults to hide so the panel stays readable.
Whether sellers are allowed to personalise filter visibility and auto-advance behaviour, or whether you lock a standard experience.
What the default sort is. Score-first suits an SDR desk; due-date-first suits a team working committed follow-ups.
How manually created activities are meant to enter the list, if the client won't run sequences everywhere.

Gotchas

The 30-day window is not configurable. Long-dated follow-ups simply aren't in the list until they come into range, and sellers who set a reminder for next quarter will assume it was lost.
Records disappear on completion. Expect at least one support ticket claiming data has been deleted.
An empty work list looks identical whether the cause is no due activities, a security role problem, or a record type that was never added at setup. Diagnose in that order.
Filters are additive within the panel but the underlying custom filters admins build combine conditions with AND only. Anyone expecting "Territory = North OR Territory = Scotland" will be disappointed.
Ownership drives the list. Team-owned or queue-based working models don't map cleanly, and reassigning a record mid-sequence has its own side effects on step ownership.
Snooze and skip look similar to sellers but skip advances the sequence step permanently. Cover the difference in training or you'll lose steps quietly.

Consultant notes

Demo it with a seller's real Monday morning volume. A list of four items proves nothing; a list of eighty that's usefully ordered sells the product.
Set expectations that the list is a today view, not a pipeline view. Managers keep asking why their whole book isn't in it.
Check the empty state before go-live by impersonating a seller with no due activities. Clients judge new features on the first screen they see.
If scoring isn't licensed or isn't trained yet, say so upfront rather than letting the client believe the ordering is intelligent from day one.
Agree a rule for what sellers do with items they genuinely can't action — skip, snooze or reassign — and write it down. Left to individual habit, the list decays.

Worth another look if the 30-day window becomes configurable, or if the work list starts supporting team-owned records properly.