Overview

The total number of hours a rep or team is spending in external facing meetings.

This is calculated by adding together the time associated with each external facing meeting invite on a rep's Google or Microsoft Calendar.

For Example: If a rep has three 30 minute and two 1 hour external facing meetings on their calendar (Google or Office 365) this week, their Time in Meetings would be 3.5 hours.

(Learn more about how Atrium Actions & Objects work to calculate metrics.)

Why It's Important

Prospect and customer facing meetings are a key precursor to sales and a strong early indicator as to whether a rep is tracking towards goals. It is important to know how much time each rep is spending in their meetings to understand their efficiency and workload with their prospects and customers.

Definition

For individuals, the total number of hours spent in external meetings completed in a backward-looking time interval or scheduled for a forward-looking time interval. The meetings are further categorized, for a given rep, as either the initial meeting with and Account or a follow-up meeting with an Account.

For teams, the average of hours spent in meetings per rep or the total number of hours spent in meetings across the team.

Because we pull this information from Google or Microsoft Calendar, we assume that any meeting invite that remains on the calendar is for a meeting that actually took place, while any meeting invite that was deleted or moved represents a meeting that was cancelled or rescheduled.

What Data Is Used

All meetings on an individual’s Google Calendar where (1) the individual is the owner of or an attendee on a calendar invite and (2) at least one attendee on the calendar invite either has a corporate email domain or has an email address that is associated with a Contact in Salesforce.

Note: Meetings are associated to opportunities according to whether contacts on the meeting invite have an email domain that matches the email domain of the Account or of any Contacts associated with the Account.

Alerting

This alert is based on the hours in meetings scheduled on the individual's Google calendar during the current calendar week, including those that have already taken place and those that are yet to take place. Alerts let you know if a rep has significantly more or fewer hours in meetings on their calendar than usual or compared with their peers.

Back of Card

The data on the back of this card shows, for each meeting on the calendar, the Company Name of the associated Account or corporate domain of the email address if Atrium could not find an associated Account, the name of the meeting, whether the meeting was an initial meeting with an account or a follow-up meeting, the meeting time, meeting duration. If there is an associated opp, we will show the Opp Size, Opp Type, Opp Source, and Current Close Date. If there is an associated Account, we will show Account Type, Account Tier, Account Owner, whether there is an opp on the account, and your custom field filters.

How to Use It

Time in Meetings will be used differently depending on who the user is. For an SDR team, this card will be a measure of meetings set for the team (provided that they remain on the calendar invite) and thus can be treated as more of an output metric, viewed in the context of emails and accounts touched as the inputs.

For AEs, AMs, and CSMs, this card can be used to understand the volume of prospect and customer interactions that those reps are having with their accounts.

Important to Note

If an opportunity is marked as closed, then all associated meetings will be reset. This means that any future meetings will be listed as initial and not follow up.

{[{category.name}]}