FAQ: How do the metrics on the standardized manager playbooks relate to activity, pipeline creation, pipeline hygiene, and pipeline velocity?
The metrics on the Accountability, Results, and Birds Eye views are bucketed by Atrium core concepts (e.g. Activity, Pipeline Creation, Pipeline Hygiene, & Pipeline Velocity). Though the individual metric may change across the three different views, the underlying concept is the same.
Below, you'll see the thought pattern of how the concept of Pipeline Creation is present in each of the three views. Plus, checkout the charts on how each metric specifically maps to each concept and answers a specific question.
| 🏆AE Accountability Views |
|---|
| AE Controllable Activity: Level of Effort & Efficiency |
| Activity points |
| External Meeting on Calendar |
| AE Pipeline Creation: Are we efficiently creating pipeline? |
| Prospecting Accounts Touched |
| New Sales Accepted Opportunities |
| Pipeline Velocity: Are we efficiently moving opps through the funnel? |
| Opportunities Advanced |
| Pipeline Hygiene: Are we wasting the pipeline? |
| Untouched New Business Opps |
|
Stuck Opps with no next Meeting |
| 💰AE Results Views |
|---|
| Pipeline Closing: Are we closing bookings? |
| Bookings |
| Win Rate, New Business |
| Average Selling Price, New Business |
| Average Sales Cycle, New Business |
| Forecasting: Will we hit our bookings goal? |
| All Pipeline Closing This Quarter |
| Weighted Pipeline Closing This Quarter |
| All Pipeline Closing Next Quarter |
| Weighted Pipeline Closing Next Quarter |
| Pipeline Velocity: Are we efficiently moving opps through the funnel? |
| Opp Conversion Rate by Stage |
| Pipeline Advanced |
| Pipeline Hygiene: Are we wasting the pipeline? |
| Unhealthy Weighted Pipeline Closing This Quarter |
| Unhealthy Weighted Pipeline Closing Next Quarter |
| Pipeline Change: How is the pipeline changing? |
| Pipeline Change–Closing This Quarter |
| Pipeline Change-Closing Next Quarter |
| AE Pipeline Creation: Are we efficiently creating pipeline? |
| AE Self-Prospected Opportunities |
| Sales Accepted Pipeline Owned |
| Activity: Are we doing enough work? |
|
Meetings on Calendar |
| 🏔️ AE Bird’s Eye View |
|---|
| Pipeline Closing: Are we closing bookings? |
| Bookings |
| Win Rate, New Business |
| Average Selling Price, New Business |
| Average Sales Cycle, New Business |
| Forecasting: Will we hit our bookings goal? |
| All Pipeline Closing This Quarter |
| Weighted Pipeline Closing This Quarter |
| All Pipeline Closing Next Quarter |
| Weighted Pipeline Closing Next Quarter |
| Pipeline Velocity: Are we efficiently moving opps? |
| Pipeline Advanced |
| Opp Conversion Rate by Stage |
| Pipeline Change: How is the pipeline changing? |
| Pipeline Change–Closing This Quarter |
| Pipeline Change–Closing Next Quarter |
| Pipeline Creation: Are we efficiently creating pipeline? |
| New Opportunity Inflow |
| Bookings Sourced |
📢 Tell Me More!
Prefer to dig into the details? Have additional questions?
Check out more resources on the standardized manager playbooks here.
Email your CSM at customer-success@atriumhq.com!
Last updated 9.7.23