Table of Contents
About Sales Performance Management Check-Ins
How To Use Atrium for Sales Performance Management Check-Ins
Proposed Agenda (with Examples) for Sales Performance Management Check-ins
Atrium automates your sales managers with AI-driven rep coaching and accountability.
To maximize Atrium's benefits, using Atrium alongside your regular sales management meetings is essential.
Incorporating Atrium into your Sales Performance Management Check-Ins ensures automated and streamlined sales performance management through AI-driven insights, recommendations, and actions for reps and managers.
You likely already have a version of this meeting instantiated in your organization (think you manager <> rep 1:1s)! Don’t recreate the wheel.
One thing to note is that we recommend keeping Performance Management Check-Ins and Deal Review/Pipeline Inspection 1:1s separate. It's natural to want to discuss specific tactics with a rep to help move a deal along, but there are likely more significant, more pervasive patterns you can focus on to help with their holistic sales coaching. That's what this meeting is for.
This support document focuses specifically on Sales Performance Management Check-Ins and will be the first in a series of content to help you use Atrium’s automated sales management features more effectively for your meeting cadences.
About Sales Performance Management Check-Ins
Here’s your Google Doc template for Sales Performance Management Check-Ins.
*Make sure to “Make a Copy” for use within your org.
Fun Fact: Did you know Atrium will soon launch in-app notes and meeting logs so you don't have to manage this in an external tool? Ask your AM for more info about timing!
Importance
The point of this meeting is to provide proactive feedback on rep performance. Since it is 1:1, it allows for private, candid conversations. This would be the format in which you also discuss career goals, promotions, performance improvement plans (PIPs), etc.
Attendees
Rep <> Manager
Frequency
This meeting should happen bi-weekly or monthly, depending on what makes sense for your sales organization. For example, a high-velocity sales motion would be likelier to do this bi-weekly, whereas an enterprise sales motion might do these monthly.
How To Use Atrium for Sales Performance Management Check-Ins
Here’s the video version of “How to Use Atrium for Performance Management Check-Ins”
The entire agenda for this meeting should be filled out using Atrium!
You can use the Atrium app interface (vs an agenda in your 1:1 tracking software, a Google doc, etc.), but personally, we like to use a Google Doc to track historical agendas and ensure we’re not having redundant conversations.
For the sake of this "How To" we're using a specific rep (Don Karnage) in Atrium. Everything will come together and paint a clear picture when you get to the "Proposed Agenda (with Examples)" section of the article.
So, let's get started!
Head into Atrium and search for the relevant rep. We suggest grabbing the URL for the rep’s Sales Coach page and linking it to their Sales Performance Management 1:1 document for easy access (see template).
Image: An annotated image of Atrium in action. How to search for a rep's Sales Coach page.
Once you’re on the relevant rep’s Sales Coach page, focus on the following sections for the "Shoutouts" and "Coaching Topics" sections of the agenda:
Image: An annotated image of Atrium in action. How to leverage a rep's Sales Coach report.
Your agenda's “Coaching Topics” and “Goal History” sections should be considered data collection.
You’re looking for meaningful topics and trends Atrium's AI Sales Coach provides that are worth discussing while preparing for this meeting.
For Goal History, follow the same steps as for searching for the rep’s Sales Coach Page.
Image: An annotated image of Atrium in action. How to search for a rep's Goals page.
Again, once you’re on the Goal History page for the specific rep, grab that URL and add it to their Sales Performance Management Check-Ins document for easy access in the future.
Once on the goal history page, we suggest leveraging the “Coaching Topics” highlighted above and matching them to the relevant goals. Focus on goals that haven’t consistently been hit.
For organizations that might not have “Coaching Topics” that map to goals, focus on goals worth noting and trends and anomalies worth noting.
Again, the “Coaching Topics” and “Goal History” sections of the agenda are built for data collection. You’re creating an informed agenda for your check-in.
In the case of our example, the "Coaching Topics" Sales Coach wants us to focus on are:
- Align Meetings with Pipeline Progress: Why aren’t there any meetings on the calendar this week for Stage 0 & Stage 1 opportunities?
- Strengthen Account Engagement Balance: Don is touching 29% fewer accounts than usual at this point in the month.
- Focus on Opportunity Conversion Efficiency: We can more efficiently convert opportunities from Stage 2 to Stage 3.
So, let’s map those with the relevant goals.
Image: An annotated image of Atrium in action. How to identify trends in the rep's Goal History section.
You’ll want to provide synthesis and context on the Goal History where necessary. Atrium helps with a lot of this!
On the rep’s Goal page in Atrium, you can see their current trend on goals too (at the top).
However, we’ve found that the Goal History section in Atrium is better for these Performance Management 1:1s that happen less frequently, but if there’s something in the “Goal Status” section worth noting, don’t skip it!
Image: An annotated image of Atrium in action. How to spot trends in a rep's Goal Status view in Atrium.
Proposed Agenda (with Examples) for Sales Performance Management 1:1s
The following agenda was built from the rep's Sales Coach and Goal pages in Atrium (shared above). This is how we would turn Sales Coach and Goal History into a coherent Performance Management Check-In narrative.
Here’s your Google Doc template for Sales Performance Management Check-Ins.
*Make sure to “Make a Copy” to use within your org.
Remember, in this scenario, Don and his manager are having their "Performance Management Check-In".
-
Shoutouts - You’re doing a great job!
- Surpassing your goal for pipeline to reach Stage 4
- Hitting your quarter goal on opps reaching Stage 2
- Setting 2X more pipeline to close in the next 90 days than the rest of the team
- Generating 5 more new opportunities than the rest of the team in the last 30 days
-
Coaching Topics - Improvement areas we should focus on.
- Focus on Opportunity Conversion Efficiency: We can more efficiently convert opportunities from Stage 2 to Stage 3.
- Align Meetings with Pipeline Progress: Why aren’t there any meetings on the calendar this week for Stage 0 & Stage 1 opportunities?
- Strengthen Account Engagement Balance: You’re touching 29% fewer accounts than usual at this point in the month.
-
Goal History - Are these trends or anomalies? How are you pacing toward KPIs?
- Opp Conversion: Stage 2 to Stage 3 - You’re at a 50/50 hit rate for hitting the 35% goal of converting opportunities from Stage 2 to Stage 3. Let’s discuss where the fluctuation is coming from.
- Weekly Meetings - Stage 0 & 1: You’re less consistent with your weekly meetings goal. Let’s discuss next steps on this one.
- Contacts Touched / Account: While we don’t have a monthly accounts touched goal, we do track contacts touched per account. Again, you consistently hit this one. However, this sounds like we need to get you more accounts as you’re touching 29% less accounts this month than normal. Let’s discuss.
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Plan of Action - Next steps so we can see improvement on coaching topics!
- For Opportunity Conversion (Stage 2 to Stage 3)
- Conversion Analysis: Within the next week, compile a report of opportunities that have reached Stage 2 in the last 60 days, identifying those that converted and those that didn't. Note the differences and common factors. Please execute before our next Pipe Review. Come prepared.
- Skill Enhancement: This is a recurring trend across the team. I will take the action schedule time in our Weekly Team Meeting to review Stage 2 Exit criteria.
- Bi-weekly Review Meetings: Let’s add to our Pipeline Review agenda a section specifically reviewing Stage 2 opportunities and strategizing advancement to Stage 3.
- For Weekly Meetings (Stage 0 & 1)
- Calendar Audit: Immediately review your calendar for the next month to block out specific times for Stage 0 and 1 meetings. What can we take action to get on the calendar right now?
- Meeting Preparation Template: Develop a checklist before our next Pipe Review for effectively preparing for initial stage meetings.
- Role-play Sessions: Starting this month, participate in bi-weekly role-play sessions with a teammate or coach to practice initial meeting scenarios. I will help you decide who to team up with.
- For Contacts Touched per Account
- Account Review Session: Meet with the sales operations team by the end of next week to discuss the potential for account re-allocation or acquisition of new accounts. I will help you get the ball rolling on this.
- Daily Prospecting Goal: Start immediately by setting a daily goal to identify and contact at least 3 new accounts.
- Prospecting Workshop: Attend a prospecting skills workshop within the next month to refine techniques for engaging new accounts. Discuss and schedule with Sales Enablement. You take this action item.
- Instead of this meeting in two weeks, let’s schedule a Performance Management 1:1 check-in next week (instead of in two weeks) to ensure consistency is happening with this "Plan of Action."
- For Opportunity Conversion (Stage 2 to Stage 3)
An important call out is that all of this (Coaching Topics, Goal Progress, Goal History, and Plan of Action) is automatically delivered to manager and rep inboxes and Slack based on how organizational distributions are set up in Atrium. Missing your rep's progress reports in your inbox? Email support@atriumhq.com.
This “How to Use Atrium” guide for Sales Performance Management Check-Ins takes 10-15 minutes to run through, so you can show up with a prepared agenda.
Consider what your previous “Sales Performance Management Check-In agendas looked like. Were they even remotely this data-informed or well-structured? Were you even doing performance management?
In this series, we'll share more support articles on how to better incorporate Atrium into your sales management cadences (think weekly team meetings, pipeline hygiene reviews, etc.).