Standardized Manager Playbooks
Atrium has introduced standardized manager playbooks with prescriptive AI-driven sales management assistance (“Sales Coach”) to help organizations consistently produce the down funnel pipeline needed to hit their numbers and to help sales leaders effectively manage their teams
Based on proven best practices, Atrium’s playbooks with AI Sales Coach ensure that your reps and managers understand which metrics matter, why they matter, and what effective next-step actions to take.
Atrium continuously monitors the most relevant metrics to answer four key questions:
- Activity - How much activity is happening in the sales org?
- Pipeline Creation - Is that activity efficiently creating pipeline?
- Pipeline Hygiene - Is that pipeline being worked?
- Pipeline Velocity - Is that pipeline efficiently progressing down the funnel?
Using this standardized manager playbook, Atrium aligns an organization around Accountability, Results, and a Bird’s Eye View with a recommended operational cadence.
These resources are designed to answer four key questions around activity, pipeline creation, pipeline hygiene, and pipeline velocity and are arranged into three categories: Accountability, Results, and Bird’s Eye View.
🏆 ACCOUNTABILITY VIEWS
Are reps doing the work?
This folder of resources tracks weekly "precursor" metrics at the individual level that are fully or mostly in the control of the reps.
Is the team seeing results?
This folder of resources tracks monthly and quarterly results metrics at the individual and team level that are fully or mostly in the reps’ scope of influence.
⛰️ BIRD’S EYE VIEW
Is the org seeing results?
This folder of resources tracks quarterly results metrics at the team and org level for a high level understanding of how the organization is doing.
1. Why should my organization & team have these standardized manager playbooks?
These prescriptive and best-practice playbooks are interwoven with AI-driven Sales Coach to ensure that your reps and managers understand which metrics matter, why they matter, and effective next steps. By using these playbooks,
- you will be able to more effectively manage your team,
- your reps will be able to be more self-directed,
- you can ensure that your team is focusing on the most important factors for moving pipeline down funnel to hit your number,
- you will be helping to align your organization around the key drivers of success.
2. What folders & resources will I have?
As a first level manager, you will see three main folders: (1) accountability, (2) results, and (3) a bird’s eye view. Within those folders, you will have an assortment of views (using Atrium's Dashboard, Alert Feed, and Goal View functionality) that answer specific questions around activity, pipeline creation, pipeline hygiene, and pipeline velocity. Upper level leaders will typically have the results folders and bird’s eye view.
3. How should these standardized manager playbooks be used? Where do we start?
These views were designed to enable managers and sales leaders to understand how the team is doing and take appropriate action.
Accountability Folder: This folder contains a review of last week and a mid-week progress check-in that are focused on rep controllable metrics & immediate action. Review these weekly resources in team meetings, 1x1s, and in pipeline reviews to ensure that your team is intentionally promoting activity, pipeline creation, pipeline hygiene, and pipeline velocity. Pair these with the rep profile pages, Sales Coach, Goals, and Opp Health for a comprehensive view of team and rep performance.
Results Folder: These views analyze the quantity and quality of results and look ahead to potential future results. These views are designed to be used in team meetings to answer the questions of “How did we do last month/quarter?” and “How are we tracking this month/quarter?” By being aware of past performance & potential future state, the team can make early adjustments to behavior before it’s too late.
Bird’s Eye View: This folder provides insight and analysis into team & org-level view of trends and quarterly results, providing context and team comparison for leaders. It also highlights alertable issues, team-level goal attainment, and answers generally how the organization is doing.
4. What folders & views will my reps see?
Your reps will see all three folders: 1) accountability, 2) results, and 3) a bird’s eye view. By sharing these folders, your reps can focus the individual, precursor metrics within their control to influence the results. These views will enable them to be self-directed–both understanding how their actions influence outcomes and their tailored coaching recommendations for next steps.
5. What’s the advantage to showing the full team as opposed to individual rep dashboards?
- Replicating success with positive peer pressure: by showing the whole team on these views and sharing them with the reps, reps will be more self-aware of their relative attainment compared to the team.
- Communication of & agreement on expectations: It is easier & more effective to show the desired behaviors and outcomes and communicate them to the entire team when there is transparency across the team.
6. Can I put the results metrics on the accountability dashboard so I only have to look in one place?
The views are arranged with accountability and results separately because:
- This arrangement highlights to the rep the elements fully within their control to influence results. It’s very easy to get caught up in the results but not understand what levers to pull or actions to take to change those results. Accountability views highlight the individual, precursor metrics that affect results.
- Ease of understanding; typically, leaders see results in various timeframes (monthly, quarterly, yearly, etc…) but adding these to an accountability view will quickly cause reps and managers to lose focus on taking action.
7. We see this quarter and next quarter on the results views; why do we see future metrics on a results board?
Great question! The purpose of the results views are to show not only what happened but also the potential future results for the team. As the ultimate goal of these standardized templates is to help organizations move more pipeline down funnel to hit their number consistently, looking at pipeline projected to close this and next quarter provides a glimpse into the future.
Once again, these views are designed to be used in team meetings to answer the questions of “How did we do last month/quarter?” and “How are we tracking this month/quarter?” By being aware of past performance & potential future state, the team can make adjustments to influence future results before it’s too late.
8. How do I get these standardized playbooks?
Reach out to your CSM for assistance to have your standardized manager playbooks built.
📢 Tell Me More!
Prefer to dig into the details? Have additional questions?
Email your CSM at firstname.lastname@example.org!
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Last updated 9.7.23