Link: New Opportunities Owned card
Overview: Count of opportunities that were new to the individual during the given time period.
Why it’s important: Understanding how well AEs are filling the top of their pipeline with new opportunities is an important leading indicator of future bookings. Furthermore, the ability to see where those new opportunities are now can highlight any individuals who are moving a disproportionate number of their opportunities to Closed Lost quickly after assigning a value.
Who it’s useful for: AEs and their managers, and AMs and their managers.
Definition: Count of all opportunities that were new to an individual during a given time period.
Those opportunities are then classified into five buckets:
- Advanced: Opportunity that has advanced one or more stages during the time period.
- Static: Opportunity that has remained in the same stage.
- Transferred: Opportunity that was transferred to another rep before the end of the time period.
- Closed Won: Opportunity that was Closed Won before the end of the time period.
- Closed Lost: Opportunity that 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 when a given rep took ownership of an opportunity and whether they still own it. Stage and Close Date let us know whether it was advanced or closed during that period.
Alerting: Alerting on this card works against the count of all included opportunities. Atrium will compare the number of opportunities new to the rep 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 new opportunities in his name than usual, or significantly more or less than his peers.
Back of Card: The data on the back of this card shows, for each Opportunity included in the calculation, the Opp Name of the associated Opportunity, the Opp Status per the five buckets defined above, the Opp Size shown as the amount in dollars, the Opp Stage, the Opp Type, the Opp Source, the Forecast Category, the Close Date, the Account Tier (if applicable), and whether the opportunity ever reached a sales-accepted stage.
How to use it: This card is helpful as a gauge of whether reps are keeping the top of their pipeline full. For those organizations with a heavily inbound sales motion, this can indicate how well-distributed opportunities are, and for those with an outbound motion, it can be a measure of the degree to which AE and SDR prospecting activity is generating results for each AE.
Important to note: When looking at the individual, i.e. rep individual total, any new Opportunities for that individual during the timeframe selected will reflect the new status, but when looking at the team, i.e. team total, transfers between reps on the same team will not reflect a new status.