Overview: Number of unique companies that the rep sent an email to, logged a call in Salesforce with, or had a meeting with; where the rep did not own an open opportunity with the company at the time of the activity.
Why it’s important: The number of prospecting accounts touched in a time period is important as it indicates the breadth of sales engagement to unique prospects. This informs how wide the top of the funnel is for AEs doing their own prospecting.
Who it’s useful for: AEs and their managers.
Definition: Total number of unique accounts where the rep has sent an email to someone at that account, logged a call in Salesforce with someone at that account, or included someone from that account on a calendar invite for a meeting on the calendar within the timeframe selected; and where the individual does not own an open opportunity with that account.
What data is used?: Outgoing email data from each individual’s Gmail account, call data as logged via tasks in Salesforce, and calendar invites from each individual’s Google Calendar to see "touches". Emails and attendees on calendar invites will only be included in the calculation if they are sent to a corporate email domain or to an email address that appears on a Contact or Lead in Salesforce. Opportunity data in Salesforce to determine whether the rep owned an open opportunity at the time of the activity.
Alerting: This alert is based on the total number of unique prospecting accounts touched in the calendar month. Alerts compare the current calendar month-to-date to the historical six-month trend to the same point in the month for personal alerts, or to the current calendar month for peer alerts and goal alerts.
Back of Card: The data on the back of this card shows, for each prospecting account touched, the Company Name of the associated Account or corporate domain of the email address if Atrium could not find an associated Account, the subject of the most recent email or meeting invite, and the Type, Tier, and Industry of the associated account.
How to use it: Prospecting account touched is a critical KPI for understand the breadth of top-of-funnel outreach. Pairing this data with the information around prospecting emails, calls, and meetings allows an AE manager to understanding the total quantity of outreach to new accounts and whether that outreach is being focused in on a narrow set of target accounts or spread more broadly to try to create more "shots on goal" in filling the top of the funnel.