Overview

Sum of bookings per rep as a measure of the ultimate output goal of a sales organization.

Why It’s Important

Because bookings make the company go!

Who It’s Useful For

All quota-carrying reps, including AEs, AMs, and those reps’ managers.

Definition

For individuals, the summation of all Opportunities that have been marked “Closed Won” with a Close Date in a given time interval where that individual is the current opportunity owner. At a team level, the average or total, per rep on that team, of the above.

What Data Is Used

Salesforce Opportunity data from the Amount (or custom) field, and the Close Date field to associate to the appropriate timeframe. This card pulls the standard Amount field by default but can be updated to pull from a custom field by an admin user (see the Salesforce Data Mapping section of the Admin overview) or the Atrium Customer Success team.

Alerting

Alerting on this card is based on the fiscal quarter. Personal alerts will compare bookings quarter-to-date against the average bookings to the same point in the prior four fiscal quarters, and goal alerts will compare pacing of bookings versus prior quarters to determine whether a rep is on track to hit the defined goal. Peer alerts will compare bookings “this quarter” as well.

Back of Card

The data on the back of this card shows, for each Opportunity included in the calculation, the Company Name of the associated Account, the amount of bookings in dollars, the number of meetings Atrium was able to associate to the Opportunity, and the number of contacts Atrium was able to associate to the Opportunity.

How to Use It

The Bookings card can be used to identify top reps in order to best understand what leading indicator patterns of activity are leading to that success, and to show the output metric driven by precursor metrics in other cards.

The Bookings card also provides filters to show where bookings are coming from, by opportunity type (new vs. existing customers) and by opportunity source.

Worth Noting

All opportunities that are Closed Won for an amount that is zero dollars or negative will not reflect on this card. In this way, we are excluding free trials and finance adjustments from the calculation entirely.

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