Link: Prospecting Calls card
Overview: Total number of call tasks logged in Salesforce where the rep did own an open opportunity with the company at the time of the call.
Why it’s important: This metric measures selling effort in terms of call outreach, which is an extremely important component of most modern prospecting motions.
Who it’s useful for: AEs and their managers.
Definition: Count of tasks with a type that is mapped to a “Call” in the Salesforce & Opp Mapping admin page in Atrium and where the associated Account does not have an open opportunity owned by the individual logging the call. By default, only Tasks of Type “Call” are included, but you can configure incremental activity “types” to be included.
What data is used?: Task, Account, and Opportunity data from Salesforce.
Alerting: The default alert for this card is based on the volume of prospecting calls made within a calendar week. This alert will trigger if a rep or a team has made significantly more or fewer calls than they normally have by that point in the week. This alert will also trigger if a rep or team has made significantly more or fewer calls than their peers.
Back of Card: The data on the back of this card shows, for each call logged as a Task in Salesforce, the subject of the call task, the associated account or company, the call disposition, and the talk time.
How to use it: Because this card is a measure of prospecting effort, one place it can be helpful is to understand how a new rep is ramping before lagging indicator metrics become available and within the context of other cards to understand the overall nature of a rep’s performance. Another is as a check for an AE who is struggling to meet an opp creation or self-generated pipeline quota. If his “effort” metrics are in line with the rest of his team, then he needs sales coaching to convert that effort into outcomes. However, if his effort metrics are lower, then it may be that he is not putting in the work to generate those opportunities.