FAQ: How do the metrics on the standardized SDR manager playbooks relate to activity (effort & efficiency), 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 value is the same.
Below, you'll see the pattern of how the concept of SDR Activity (Efficiency) 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.
| 🏆SDR Accountability Views |
| SDR Controllable Activity: Level of Effort & Efficiency |
| Activity points |
| Total Accounts Touched |
| Contacts Touched Per Account |
| Activity per Opp Created |
| Email Engagement Rate |
| SDR Pipeline Creation |
| New Accounts Touched |
| Opportunities Created |
| Opportunity Conversion to Sales Accepted |
| Pipeline Hygiene: Are we wasting pipeline? |
| Accounts not Touched for 30 days |
| 💰SDR Results Views |
| Activity: Level of Effort & Efficiency |
| Total Accounts Touched |
| % of Accounts Touched Resulting in SAO |
| Pipeline Creation: Are we efficiently creating pipeline? |
| New Accounts Touched |
| Opportunities Created |
| Pipeline Moved to Sales Accepted |
| Pipeline Closing: Are we closing bookings? |
| Win Rate on Sourced Opps |
| ASP on Sourced Opps |
| Bookings Sourced |
| 🏔️ SDR Bird’s Eye Views |
| Activity: Level of Effort & Efficiency |
| Total Accounts Touched |
| % of Accounts Touched Resulting in SAO |
| Pipeline Creation: Are we efficiently creating pipeline? |
| New Accounts Touched |
| Opportunities Created |
| Pipeline Moved to Sales Accepted |
| Pipeline Hygiene: Are we wasting pipeline? |
| Accounts not Touched for 30 days |
| Pipeline Closing: Are we closing bookings? |
| Win Rate on Sourced Opps |
| ASP on Sourced Opps |
| 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