Goals are one way that Atrium proactively monitors rep and team performance metrics for you. When you set a goal for a specific metric, Atrium will start tracking performance against that goal, and report out if a rep or team exceeds or is pacing behind being able to reach that goal.
This article walks through how to:
Add a new goal
When you first start using Atrium, you may want to set goals for your teams, if you're a sales or CS manager, or the teams you support, if you're in ops or enablement.
Here's a video tutorial walking through how to do this.
To set a new goal, you will first navigate to the profile page of the team or individual you want to set a goal for. If they don't have any existing goals set, you'll see an "Add a Goal" button in place of the goal widget.
If some goals have been set, and you want to set goals against additional metrics, click the team name on the top row of the metrics grid and select “Add a goal.” By clicking the team name you are setting a goal for the whole team. To add a goal for a specific individual click their name in the grid instead.
Once you click that button, Atrium will ask you which metric you want to set a goal for and what you want that goal to be. Each metric has a default timeframe, in this case the default for a Meetings Created goal is weekly. You can always adjust these defaults to what makes sense for your business.
If you want to get more granular with this goal you can add filters by selecting the “Add a filter” option underneath the metric name. When you do so, all available filters for this metric will appear in a dropdown menu. For this example, maybe we want to set a goal for initial meetings created. Once we set that filter, it will also make sense to rename the goal appropriately.
You can also create multiple goals tied to the same metric with different combinations of timeframes and filters. For example, if you use account tiers to segment your reps’ books of business, perhaps it makes sense to set specific goals for Tier 1 accounts who may require more attention.
Editing and removing an existing goal
To edit or remove any goal that has previously been set, click into the team name and select “Edit a goal.” The drop down will include all goals you currently have set for the team. Once you select a metric, you will see and be able to adjust the goal, timeframe and filters. If you want to remove the goal completely, select the “Remove Goal” button on the bottom left.
Team goal setting
Goals can be set at the individual or team level. A goal set from the team's profile page will set the same goal for all members of that team. When setting or changing goals for a team, Atrium will override any adjustments made at an individual’s level.
Ramping goals
The majority of goals in Atrium, and all goals against things you can count (e.g., bookings, meetings created), will ramp for new reps, so their goals will start low and increase as they become more tenured. The goals that do not ramp are ones like Contacts Touched per Account, where reps shouldn't need time to build up to a target. If you have a question as to what fully-ramped goals are translating to for a specific individual, you can view that individual's profile page to see their goals. Here's a video explaining that in more detail:
Atrium sets an expected time to full productivity that is customized by role for reach metric. When looking at a goal from the profile page of a ramping rep, ramping goals will have a (ramping) designation next to the goal name. Hovering over that designation will give you insight into how long the ramping period is for this rep, how far they are into ramp and what their adjusted goal is as a result.
