Overview

Sum of bookings per rep as a measure of the ultimate output goal of a sales organization. (Learn more about how Atrium Actions & Objects work to calculate metrics.)

Metric Time Vector:The "Close Date" of the closed won opportunities in question.

Metric Value Vector:The sum of all the value of closed won opportunities, using the mapped "Atrium Bookings Amount" field.

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.

FAQs and Additional Details

Opportunities that are Closed Won for a negative amount (e.g. financial adjustments) are included on this card, such that financial adjustments are reflected in the totals. Opportunities that are Closed Won for zero dollars (e.g. free trials) are also reflected in the card details, even though they don't impact the total amount.

Where Data Comes From: The Bookings card uses the current SFDC value of the Atrium "Bookings Amount" mapping field for Closed Won opps used in the calculation. This can be configured in the Salesforce Mappings section of Atrium admin.

My org uses a formula field for bookings value and the value in SFDC isn't matching Atrium.

If you have a formula field in SFDC for your Atrium mapped bookings value, we will display the value when the opportunity was moved to Closed Won. If the value changes after the fact, SFDC does not register this as a "field edit" and the data change does not get pushed to Atrium. If you have made a change to the formula and Atrium data is now incorrect, please contact support@atriumhq.com or your Atrium CSM for help.

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