Overview: Total number of external-facing meetings per rep.
Why it’s important: Because prospect- and customer-facing meetings are a key precursor to sales and a strong early indicator as to whether a rep is tracking towards goals.
Who it’s useful for: All reps who have external-facing meetings and those reps’ managers. SDRs can use this metric to track their demo or discovery call creation success, AEs can see their initial discovery, demo, and follow-up meetings with prospects, and AMs and CSMs can see their customer meetings.
Definition: For individuals, the total number of external meetings completed in a backward-looking time interval or scheduled for a forward-looking time interval. These meetings are further categorized, for a given rep, as either the initial meeting with an Account or a follow-up meeting with an Account. For teams, the average number of meetings per rep or the total number of meetings across the team.
Because we pull this information from the Google Calendar, we assume that any meeting invite that remains on the calendar is for a meeting that actually took place, while any meeting invite that was deleted or moved represents a meeting that was cancelled or rescheduled.
Data use: All meetings on an individual’s Google Calendar where (1) the individual is the owner of or an attendee on a calendar invite and (2) at least one attendee on the calendar invite either has a corporate email domain or has an email address that is associated with a Contact in Salesforce.
Note: Meetings are associated to opportunities according to whether contacts on the meeting invite have an email domain that matches the email domain of the Account or of any Contacts associated with the Account.
Alerting: This alert is based on meetings scheduled on the individual's Google calendar during the current calendar week, including those that have already taken place and those that are yet to take place. Alerts will fire at an individual beginning on Tuesday if that individual is at least 25% above or below their historical 13-week trend, or at least 25% above or below the average number of meetings scheduled for all of her peer reps.
For teams, it will fire if meetings scheduled are at least 25% above or below that team’s historical 13-week trend, or 25% above or below the contemporaneous average of other teams.
An escalated version of this alert monitors on a monthly basis.
Back of Card: The data on the back of this card shows, for each meeting on the calendar, the Company Name of the associated Account or corporate domain of the email address if Atrium could not find an associated Account, the name of the meeting as it appears on the calendar, whether the meeting was an initial meeting with an account or a follow-up meeting, and the size of the associated Opportunity, if there is one.
How to use it: Meetings will be used differently depending on who the user is. For an SDR team, this card will be a measure of meetings set for the team (provided that they remain on the calendar invite) and thus can be treated as more of an output metric, viewed in the context of emails and accounts touched as the inputs.
For AEs, AMs, and CSMs, this card can be used to understand the volume of prospect and customer interactions that those reps are having with their accounts.
Important to note: If an opportunity is marked as closed, then all associated meetings will be reset. This means that any future meetings will be listed as initial and not follow up.