Places for Managers to Start:
So you’ve logged into Atrium and found all the metrics you’ve been wanting to see for a while, but now that you have it, you’re not sure where to start. Well, here are a few easy places to start digging in and ways you can organize your team’s metrics to make them digestible and actionable.
The first place you can start is with our Dashboards. We’ve seen managers asking for similar dashboards over time, so we built a few of these out of the box to get you started. If there are other cards you want to see on those existing dashboards, or if you would like to build new ones, everything is customizable; but we’ve created these as a good starting place. We’ve highlighted two of these pre-built dashboards below that may be most useful to begin incorporating into your current management cadences.
Another good starting place is by using our AE Revenue Formula to guide you in ‘investigating’ your reps’ metrics and to make it easier to identify areas of improvement. With this formula, it makes it easier for you to organize your 1:1s and hone in on where you should have reps focus to improve bookings when you are conducting a metrics review.
As always, if you get stuck or need help taking things to the next level, please don’t hesitate to reach out to your Atrium Sales Strategy Success Manager for help!
Daily EOD Standup
Every manager has a set “Daily EOD Standup” Dashboard with all of their direct reports that gets emailed to them at the end of each day. The Daily EOD Standup dash is a great place to start understanding what your reps’ daily and weekly activity looks like, how they are structuring their week, and where their activity gaps are.
This dashboard includes your reps’ activity and quality metrics for the day and this week’s progress. While you may not be worried about how many emails your top reps are sending, consistency in activities leads to good selling habits, so understanding your reps activities is an important habit to be in to watch out for future trends.
Weekly 1:1 Dash
We are huge proponents of regular 1:1s with your reps as a means to know what is going on with your team’s deals, get ahead of any challenges or roadblocks, and help identify opportunities for coaching, guidance, and performance feedback.
Every manager also has a “Weekly 1:1” Dashboard out of the box that follows our example 1:1 meeting agendas. These are metrics that should be reviewed on a regular basis and documented to review progress and growth over time to help make both the rep and manager successful. We recommend you keep either a notebook or shared google doc to document what was reviewed and what needs to be revisited week over week. The weekly 1:1 dashboard was built to make it easier to have these metrics ready for review as you prepare and execute meetings with your reps.
Note that the dashboards provided assume that you want to follow a 1:1 agenda similar to those above. We’ve laid out the structure we used to create these dashboards - the agenda items, questions we’re trying to answer, and cards on the dashboard that map to those questions - so that you can adapt to the needs of your own 1:1 meetings.
(Other dashboards explained below, but this is a great place to start.)
When reviewing a rep’s performance, you want to relate it back to how improving a specific metric will impact their bookings (and thus commissions). By using the AE Revenue Formula, you can work backwards from their bookings trend to identify what metrics up-funnel are preventing them from closing more deals and focus coaching around specific and actionable targets related to those metrics.
If a rep is struggling with bookings compared with their peers, you can identify what driver in the bookings formula is falling behind and then take a look at what kinds of goals you can set with their precursor metrics to instrument change and move the needle down-funnel.
For reps that aren’t behind, this is a good opportunity to identify what types of skills they can hone to either improve consistency or help them reach whatever their next career goal is. By continuing to help good reps set higher goals and advance their careers, you can first help improve your overall team performance, but also improve retention and build leaders for the company.
AE Revenue Formula Example:
As an example for using the AE Revenue Formula - at this company, Jane Doe has a strategy insight showing she has 50% less in bookings compared with her peer average.
She has 8% more opportunities and her ASP is 36% higher than her peers average. You may assume that because she has more opps and is closing deals at a higher value that this would lead to more bookings.
However, Jane has a 65% lower win rate on her opportunities. So while she has more opps, and when she wins them, she does so at a higher value, she is winning significantly fewer opps than her peers, which is leading to lower bookings.
From here, we would look at the AE Revenue Formula to help identify what types of metrics Jane is struggling with that is leading to her losing more opportunities than her peers.
From here, you can look at these metrics in Atrium to help identify where Jane is struggling throughout her funnel and deliver more pinpointed coaching.
The next level from here are the rest of our out of the box dashboards, which may be a good next place to dig in, or to create new versions of in support of specific initiatives the team has.
Clean Your Room - The purpose of this dashboard is to enforce pipeline hygiene for your team. This dashboard includes metrics that highlight where reps are leaving opportunities to go stale and not keeping on top of their opps. Managers can use this dashboard to assess how healthy their team’s pipelines are and how many actually viable opps they may have. You can open each card and look at the back of the card to understand what opps are contributing and review with reps in their 1:1s to help them identify what should be closed out.
Last Week Progress - This dashboard looks at what happened in their metrics last week. It gets sent to managers on Mondays so that they can look back on what got accomplished the previous week. This is a good place to start the week to understand where there may have been gaps in activity the previous week to help their team set goals and expectations for the current week.
End of the Week / Month in Progress - This dashboard looks at activities in the current week and results progress for the current month. This is a great place to look to assess progress to their monthly bookings goals and how their activities are helping them get there.
First Quarter Ramping - This dashboard looks at the whole team’s ramp progress for the initial quarter. This will be most helpful while they currently have reps in ramp to assess their progress against their peers during their ramp.
Selling Efficiency - This dashboard looks at down-funnel metrics to highlight where reps have been successful or unsuccessful in their selling efficiency.
How to Build Dashboards