All Atrium Metrics Catalog by Role, Goals, and Use Case

Overview

The Time In Stage card measures the average number of days a team or rep's opportunities spend in each stage.

This is very useful for seeing where opportunities are getting hung up in the sales process, across a whole team or for an individual rep, and directing improvement. Moreover you can track a change over time in the amount of time opps spend in a specific stage that you're looking to improve.

The default view of this card will show you all sales stages on the X axis with the average time in that stage as the data point. You can also select a specific stage from the "Any Stage" drop down and view the trend over time.

Opportunities will show on this card if they exited the stage during the time period shown. (Learn more about how Atrium Actions & Objects work to calculate metrics.)

Why It’s Important

Time in stage is an important metric to better understand a team or rep's average deal cycle. This card will help teams to understand where deals tend to lag and elongate the sales process. Additionally, by understanding how long you can expect deals to take in each stage, you can improve your forecasting accuracy for deals in pipe.

How Do I Use It?

The Time in Stage card works well with your Dashboards and Alert Feeds that are focused on selling efficiency. Use the Stage filter to narrow in on stages you are focused on to track how well coaching is improving time spent in those stages.

This card pairs well with the Stage Reached - Opp Owned By and Opp Conversion Rate Cards to inspect mid-funnel performance and efficiency.

Set Goals on for this card on stages where your team is experiencing a longer time in stage than you'd like to keep track of who is making improvements and who might need help moving deals along!

Examples of How to Use This in Practice

Diagnose where individual reps have long "in stage" times for coaching:

Identify areas of refinement across your entire sales motion where opps get stuck:

Track improvement (or not!) of a stage whose speed you're seeking to improve:

FAQs and Additional Details

The Stage drop down is missing a stage in my deal cycle.

This card only displays one Opportunity Record Type at a time. You may be viewing a record type you don't usually use. Select the drop down to the right of the "Any Stage" drop down and select the correct Record Type and the stages associated with that record type will appear.

An opp that was closed during the timeframe shown isn't appearing for a particular stage.

Opportunities will only show on this card if they exited the stage during the time period shown. So even if that opp was WON during the time period, it will only show for stages it exited during the period.

An opp that passed through a stage is not showing on this card.

Opportunities will only show on this card if they were put in this stage (and for at least an hour). If reps skip stages or move them in and out of stages immediately, then we do not count them as spending time in that stage.

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