Overview: Total number of unique companies emailed, called, or met with in a given time period, where the rep has not interacted with that account for at least six months.
Why it’s important: The number of new accounts touched in a time period is important as it indicates the breadth of top-of-funnel outreach to new companies. This informs how wide the top of the funnel is for SDRs and AEs. New accounts touched also indicates the rate at which AMs and CSMs are being introduced to new customers.
Who it’s useful for: All sales and customer success employees.
Definition: For an individual, the total number of unique companies, as determined by email domain matching, that the rep has emailed, logged a call against, or included on a calendar invite for a meeting on the calendar within the timeframe selected, where that rep has not interacted with the company in question during the prior 180 days.
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. 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 in Salesforce.
Alerting: This alert is based on the total number of net-new unique accounts touched in the trailing 30 day period. Alerts compare the trailing 30 days to the historical six-month trend for peer alerts, or to the same trailing 30 day period for peer alerts and goal alerts.
Back of Card: The data on the back of this card shows, for each new account touched, the name of the account, the subject line from the most recent contact with that account, the stage and size of the associated opportunity (if any), the type, tier, and industry of the account in Salesforce (if any), and whether there is currently an open opportunity with that account owned by the rep (so, was this "prospecting" activity or not), or at all.
How to use it: In general, New Accounts Touched can be viewed as a “goldilocks” metric - where you want to target above a certain threshold to ensure broad enough top-of-funnel sales outreach for those roles engaging in prospecting, but numbers that are too high may indicate a "spray-and-pray" approach instead of engaging with each company in an appropriately tailored cadence. Having a concept of what the “right” number of new accounts to touch in a time period on a per role basis is the best way to approach this.