Card in Atrium: Opportunities Owned card
- Why It's Important
- Who It's Useful For
- What Data Is Used
- Back of Card
- How to Use It
Count of the total number of opportunities owned by a rep at any point during a given time period. (Learn more about how Atrium Actions & Objects work to calculate metrics.)
Metric Time Vector:The day on which an opportunity was owned.
Metric Value Vector:The count of opportunities that were owned at that point in time.
Why It’s Important
For AEs or AMs, this represents the total number of opportunities that they worked during a given time period. For a current timeframe, the count of New, Advanced, and Static opportunities will be the number of open opportunities in a rep’s name at the current point in time.
This serves as a good gauge of overall workload being asked of the AE. A low number of opportunities may indicate an AE who is not receiving enough leads from the marketing or sales development team or who is not doing a sufficient amount of prospecting, depending on the expectations of your sales organization. An overly high number of opportunities may indicate an AE who is overloaded and trying to juggle too many things at once.
For SDRs, this represents the number of opportunities that are being created and passed to AEs, and can flag issues if an SDR has too many opportunities held in his name that are not being advanced to an AE. It can also show trends in the number of opportunities transferred vs. closed over time.
Who It’s Useful For
This card will be helpful to both AE and AM managers, to understand each rep’s workload, and to SDR managers, to understand how many opportunities the SDRs on their team are creating and what proportion of those are being passed to AEs versus closed out.
This card counts the total number of opportunities that were open and owned by a rep at any point during a given time period, then classifies those opportunities into one of six buckets:
- New: An opportunity that was created during the time period, or was transferred to the rep by someone else (and thus, was new to that rep) during the time period, and is still open.
- Advanced: An opportunity that was open and in that rep's name at the beginning of the time period and is still open and in that rep's name, but has advanced one or more stages during the time period.
- Static: An opportunity that was open and in the rep’s name at both the beginning and the end of the time period and remained in the same stage.
- Transferred: An opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was transferred to another rep before the end of the time period.
- Closed Won: An opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was Closed Won before the end of the time period.
- Closed Lost: An opportunity that was either open and in the rep’s name at the beginning of the time period or created during the time period but was Closed Lost before the end of the time period.
What Data Is Used
All information comes from the Opportunity object in Salesforce. The Opportunity Owner tells us whether a given rep owned the opportunity at any point and whether they still own it. The Created Date tells us whether the opportunity was new during the time period, and the Stage and Close Date let us know whether it was advanced or closed during that period.
Alerting on this card works against the count of New, Advanced, and Static opportunities. Atrium will compare the number of New, Advanced, and Static opportunities over the trailing 30 days to the same count over the prior six 30-day periods. The alerts let you know if a rep has significantly more or fewer open opportunities in his name than usual, or significantly more or fewer than his peers.
Back of Card
The data on the back of this card shows, for each Opportunity owned by the rep during the time period, the Opportunity Name, the opportunity’s Status (New, Static, Transferred, or Closed), the opportunity size, and the current Stage. This view can be useful for AE or AM pipeline reviews.
How to Use It
One way that this card will be helpful is in identifying AEs who may be overloaded and holding on to more opportunities than they can effectively work.
More basically, the “back of the card” for the Opportunity Count card can be a very helpful tool in doing pipeline review, showing the Opps that, say, in the trailing 30 days for a rep have been in his pipe, newly added, transferred out, or closed out.