📊 Sales Team Metrics in Atrium and How to Use Them 📈

Atrium has 100+ pre-built AE, SDR, and AM / CSM metrics that can be remixed in thousands of ways to help you be amazing at data-driven sales management.

Here’s how to use them for different roles, use cases, and more.

Suggested Metrics by Discipline

These are basic and more advanced metrics for measuring inputs, outputs, and efficiency / quality for SDRs, AEs, and AM / CSMs. See all Atrium metrics here.

SDR Metrics	📧 📞 Input Metrics	🐣 Outputs Metrics	👌🏼 Efficiency / Quality Metrics
To Start 🟢	Emails Calls Unique Accounts Touched	Meetings Created Opps Created	Email Responsiveness Rate Contacts Touched Per Account
Advanced ⬥⬥	Unique Contacts Touched New Accounts Touched New Contacts Touched Atrium Activity Points	Pipe Created Opp Stage Reached by Sourced By Pipeline Stage Reached by Sourced By Bookings Sourced	Touches Per Account Activities Per Opp Created Accounts Touched to Opp Created Win Rate on Sourced Opps Average Selling Price on Sourced Opps

AE Metrics	📧 📞 Input Metrics	🐣 Outputs Metrics	👌🏼 Efficiency / Quality Metrics
To Start 🟢	Opps Owned Pipeline Owned Meetings Accounts / Opps Touched	Bookings Wins	Win Rate Average Selling Price Untouched Opps
Advanced ⬥⬥	New Opps Owned New Pipe Owned Opp Stage by Owner Pipeline Stage by Owner Atrium Activity Points Forward Pipeline by Close Date Win Rate Weighted Pipeline Time in Meetings	Opp Stage Reached by Owner Pipe Stage Reached by Owner	Deal Cycle Stage Conversion Rates Time in Stage Days Between Opp Touches Win Rate from Stage

CSM / AM Metrics	📧 📞 Input Metrics	🐣 Outputs Metrics	👌🏼 Efficiency / Quality Metrics
To Start 🟢	Opps Owned Pipeline Owned (Book of Business) Meetings Accounts / Opps Touched	Bookings Wins	Win Rate Average Selling Price Touches Per Account Contacts Touched Per Account Untouched Opps
Advanced ⬥⬥	New Opps Owned New Pipe Owned Opp Stage by Owner Pipeline Stage by Owner Atrium Activity Points	Opp Stage Reached by Owner Pipe Stage Reached by Owner	Deal Cycle Stage Conversion Rates Time in Stage Days Between Opp Touches

Suggested Goals by Discipline

These are suggested intervals and levels for setting and measuring goals on a variety of input, output, and efficiency metrics. Use these levels as a jumping off point for setting your own goals in Atrium.

📊 AE Goals	📅 Interval	📈 📉 Ranges
Meetings	Per Week - Per Month	7-15 per week
Accounts / Opps Touched	Per Week	20 - 50
Opportunities Owned	Right Now	20 - 50
Pipeline Owned	Right Now	$200k - $3m
New Opportunities Owned	Per Week - Per Month	2 - 10 Per Week (Highly motion dependent)
Win Rate	Trailing 90 Days - Trailing 180 Days	15% - 30%
Average Selling Price	Trailing 90 Days - Trailing 180 Days	Motion Dependent
Opportunity Age / Average Sales Cycle Time	Trailing 90 Days - Trailing 180 Days	5 days - 6 months (lol. Motion dependent)
Wins	Per Month - Per Quarter
Bookings	Per Month - Per Quarter	$30k / mo - $500k / qtr. (Motion dependent)
Forward Pipeline by Close Date	This Quarter / Forward 90 Days	3-5x of bookings goal!
Untouched Opportunities	Now	0 - 20 (Motion dependent - but really zero!)
Opp Stage Conversion	Trailing 90 Days - Trailing 180 Days	Depends, per stage.
Time in Stage	Trailing 90 Days - Trailing 180 Days	Depends, per stage.

📊 SDR Goals	📅 Interval	📈 📉 Ranges
Emails Sent	Per Week	150 - 300
Calls	Per Week	100 - 200
Accounts Touched	Per Week	50 -100
New Accounts Touched	Per Week - Per Month	10 - 40 per week
New Contacts Touched	Per Week - Per Month	30 - 120 Per Week
Opportunities / Meetings Created	Per Month - Per Quarter	5 / week - 5 / month
Email Engagement / Responsiveness Rate	Trailing 30 Days - Trailing 90 Days	2-5%
Activities Per Opp Created	Trailing 30 Days - Trailing 90 Days	100 - 200
Accounts Touched to Opp Creation Ratio	Trailing 30 Days - Trailing 90 Days	TBD
Contacts Touched Per Account	Trailing 30 Days - Trailing 90 Days	2 - 5
Touches Per Account	Trailing 30 Days - Trailing 90 Days	4 - 6

Metrics by Use Case

Use these metrics (starter and more advanced) in Dashboards, Alert Feeds, and Goals to address particular areas of importance. And then bundle them together in Folders.

📊 Use Case	🟢 Starter Metrics	⬥⬥ More Advanced Metrics
💰 📈 AE Ramping	Opps Owned, Pipe Owned, Meetings, Wins, Bookings	Stage Reached, Win Rate, New Opps Owned
🐣 📈 SDR Ramping	Accounts Touched, Emails, Calls, Opps Created, Meetings Created	Email Responsiveness / Engagement Rate, Pipeline Sourced, New Accounts Touched, Atrium Activity Points
🧼 🐷 AE Pipeline Hygiene	Opps Owned, Untouched Opps, Stuck Opps	Days between Opp Touches, Time in Stage
🏃🏻‍♀️ SDR Hustle Metrics / Gamification	Calls, Emails, Accounts Touched, Opportunities Created	Contacts Touched, New Accounts Touched, New Contacts Touched, Atrium Activity Points, Touches Per Account, Contacts Touched Per Account
🏃🏽 AE Hustle Metrics / Gamification	Meetings, Accounts Touched	Emails, Contacts Touched, Contacts Touched Per Account, New Contacts Touched, Stage Reached - Owned By
🪝 🐟 AE Prospecting	Accounts Touched, Emails, Opportunities Created	New Contacts Touched, New Accounts Touched, Stage Reached
🔮 🔭 AE Forecasting	Pipeline by Close Date, Weighted Pipeline, Pipeline Owned	Weighted Pipeline by Historical Win Rates, New Opportunities Owned
🔬 💰 AE Sales Motion Diagnosis / Analysis	Bookings, Wins, Opportunities Owned, Win Rate, Average Selling Price, Deal Cycle (Opportunity Age), New Opportunities Owned	Conversion from Stage, Win Rate from Stage, Time in Stage, Average Opportunity Size, Stages Reached - Owned By
🔬 🐣 SDR Sales Motion Diagnosis / Analysis	Accounts Touched, Emails, Calls, Email Engagement Rate, Accounts Touched to Opportunities Created	Activities Per Opportunity Created, Pipeline Sourced, Stages Reached - Sourced By, Pipeline at Stage Reached - Sourced By, Win Rate on Sourced Opps, Bookings Sourced
📞 👨🏻 Call Recording Coaching	Talk Ratio, Longest Monologue	Tracker Frequency, Question Rate, Interactivity
🧪 Trial / Pilot Sales Motion Analysis	Stages Reached - Owned By, Conversion from Stage, Win Rate from Stage	Time in Stage, Pipeline at Stage Reached - Owned By
🐣 🤌 SDR Quality Analysis	Email Engagement Rate, Contacts Touched Per Account, Accounts Touched to Opp Created	Activities Per Opportunity Created, Touches Per Account, Win Rate on Sourced Opps, Bookings Sourced
💰 🤌 AE Quality Analysis	Win Rate, Average Selling Price	Opportunity Conversion Rate, Win Rate from Stage
🧭 💼 C-Suite / Board Awareness / Strategic Metrics	Opportunities Owned, New Opportunities Owned, Pipeline by Close Date, Meetings, Bookings, Wins	Pipeline by Historical Win Rates, Pipeline at Stages Reached

All Metrics

This is a resource for all of Atrium's hundreds of metrics cards.

They're generally broken up into these buckets: