- Focus Accounts, 6Sense, and others
- Adding Custom Fields
- Infusing into Atrium
- Sales Coach and Focus Accounts
Atrium customers frequently look to drive high performance engagement on specific focus Accounts - including those designated as "key" via 6sense intent data (amongst other vendors, like Demandbase, MadKudu, and also their own scoring approaches).
This article covers effective ways to do this using Atrium's full suite of sales performance management features.
Focus Accounts, 6Sense, and others
Organizations frequently will use the concept of a "focus account" for accounts that need attention and action by reps - whether SDRs or AEs.
6sense is on popular way to designate "focus accounts" using intent and qualification data.
Often organizations will use the concept of a "6sense Qualified Account", piped onto fields on the Account object in the CRM.
However, once an Account is designated as "6QA" ("6sense Qualified Account"), the work has only just begun - which requires performance management. This is where Atrium comes in.
Adding Custom Fields
Using Custom Filters (Learn more, in product) in Atrium, customers can add these 6sense fields from the Salesforce Account object (or, if there are derivative fields in the CRM, like formula fields that use a 6sense field as an input) to Atrium's metrics.
Infusing into Atrium
Once these custom fields are added to Atrium, customer will often set goals on account engagement metrics using the relevant 6sense Qualified fields (and other derivative fields).
This is done by using Atrium default metrics (e.g., Contacts Touched Per Account, Untouched Accounts, Contacts Touched, etc.) and then adding any 6sense-related custom filters that have been added.
Popular metrics to use Focus Account information on for performance management:
Inputs: Emails, Calls, Accounts Touched, Untouched Accounts, Contacts Touched
Outputs: Opportunities Created, Pipeline Created, Pipeline Advanced, Bookings
Setting a multi-threading goal on 6sense Qualified Accounts
Three goals involving on 6sense Qualified Accounts - Untouched Accounts, Unique Accounts Touched, Multi-threading
Sales Coach and Focus Accounts
Once these Goals (or custom metrics, or other) with 6sense focus account (or other focus account filters) have been added, Atrium's Sales Coach automatically picks up these insights, synthesizes them, and provides relevant recommendations.
As an example, below, this team is doing well with respect to staying on top of their Untouched 6sense Qualified Accounts Goal, but could improve on their Contacts Touched Per Account (multi-threading) on those designated 6sense Qualified Accounts.
That is, the performance management insight here is that the team is doing well getting on top of those 6sense Qualified Accounts (few are untouched), but aren't going wide enough in those accounts.
A team that needs to enhance their multi-threading for 6sense Qualified Accounts
This is a rep example that exemplifies the team situation, providing recommendations on what the manager could do about this. Sales Coach will also speak to the rep on this topic via the web user interface, but also via email and Slack.
A rep who's doing well with Untouched 6sense Qualified Accounts but needs to improve multi-threading
Other Uses: These fields can of course also be used in Atrium's Dashboarding Functionality, Opp View Functionality, and more.