- Goal History Visualizations
- Team Goal History
- Rep Goal History
- Goal Attainment Over Time
- Backfilling Retroactive Goal Performance
A key component of sales performance management is setting goals on key performance metrics, and and then tracking their achievement (or not), and progress towards them. Atrium's Goal Tracking functionality is fantastic for this.
However, tracking the historical attainment of those goals, and tracking if we're improving on the attainment of those goals is also critical - Atrium's "Goal History" functionality now let's organizations track the attainment (or not) and improvement of goal achievement over time.
Goal History Visualizations
Goal History is present as its own module on the "Goals" page in Atrium, for teams and reps, below the current "Goal Status" section.
The goal history modules present both the in progress status of a goal on the far right, and then the historical attainment of those goals to the left, in prior time periods.
Team Goal History
Team Goal History visualizes all the goals for a team, and historical goal achievement, grouped by the goal in question.
Below you can see the historical attainment for an AE team of a weekly Meetings on Calendar Goal, a Monthly Pipeline at Stage Reached Goal (Stage set to "Discovery" in this case), and two quarterly mid and down funnel pipeline at stage reached goals ("Solution Validation" and "Negotiation")
Rep Goal History
Similarly, on the Goal Page for a single rep, historical goal achievement is presented for each goal currently set for a rep, grouped by the time period for goals (Weekly, Monthly, Quarterly).
Here you can see a single rep who has similar goals to above, grouped by Weekly, Monthly, and Quarterly Goals.
Goal Attainment Over Time - Are improvements happening?
A key benefit of Goal History is the ability to visualize patterns over time, both at a rep and team level.
Further, managers, operations, leadership, and reps can see if performance is improving on a key initiative.
As an example, there are a variety of performance stories happening for this team's monthly "Pipeline Reaching Discovery" goal.
The team had previously had uneven performance on this metric, but in the last few months has improved on its monthly attainment.
Further, you can see this at a rep level, where some reps had temporary improvements before a relapse, a rep has had consistent high performance (Panchito Pistoles), and a rep has had consistent underperformance (Winnie the Pooh).
This is powerful, in that team average and total often hide participation unevenness which require addressing.
Backfilling Retroactive Goal Performance
Often when organizations set new goals, they want to see what historical performance on that new goal has been.
Goal History allows you to do this by "backfilling" retroactive goal performance.
Once this backfilling is complete, Atrium puts a dashed line around the border of these goal attainment periods to indicate that the goal was not "set" at that time - but instead backfilled after the fact.
Goal management is a critical part of Sales Performance Management, and Atrium's Goal History capability ensures that the important goals your organization is managing performance with are leverage for historical and trend purposes as well.