A playbook on monitoring, managing, and improving the ramp of newly hired AEs.

Overview
Roles
Suggested Metrics
Suggested Views
View Example Screenshots
- Ramping Dash
- Ramping Alerts

Overview

Want help deploying one of these playbooks? Contact your CSM here.

When you’re hiring groups of AEs, it’s very important to ensure that their performance is tracked and trending upwards.

This means paying attention to leading indicators of success, even before the expected time when an AE would be expected to produce full opportunity ownership, pipeline movement, wins, and bookings.

This also means being able to compare AEs to others at the same point in their ramp - since comparing the metrics of newly hired reps to fully ramped reps is always challenging.

Note: If a rep has been in the same segment/discipline combination in a previous role, their ramp start date will go back to their first role with that segment/discipline combination.

Instrumenting the health of AE ramp ensures you can quickly jump on any issues before they become major problems, you can identify precocious rampers, figure out the secret of their success, and generalize that for future ramping classes. And, in the case where a ramper just isn’t going to make it - make a staffing change in a timely manner.

More Atrium playbooks here

Roles

Inside Sales - SMB through Enterprise
Outside Sales - SMB through Enterprise

Suggested Metrics

Role & Segment(s)	🟢 Basic	⬥⬥ Advanced
Inside Sales	Opps Owned, Pipe Owned, Meetings, Wins, Bookings, Emails, Accounts Touched	Stage Reached, Win Rate, New Opps Owned, Average Sales Cycle
Outside Sales	Opps Owned, Pipe Owned, Meetings, Wins, Bookings, Contacts Touched, Contacts Touched per Account	Stage Reached, Win Rate, New Opps Owned

Suggested Views

These are a few suggested views to help monitor, manage, and improve rep and team performance as relates to AE ramp health. The best practice is to group them together in a folder.

If you’d like to get amazing at innovating your own Atrium views, these guides on Dashboards, Alert Feeds, Opp Health Views, and Goals are a great place to start.

AE Ramping Dashboard

Read more about Dashboards in Atrium here.

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View Type: Dashboard

View Description: A dashboard with a combination of leading and lagging indicators, all in a ramping time interval, grouped by month or quarter, depending on the metric.

Roles & Segments: Inside & Outside AEs, SMB through Enterprise

Subject(s): Individual AEs on a team

Suggested Metrics: Opps Owned, Meetings, Stage Reached, Wins, Booking

📊 Metric, Filters, Splits	👫 Subject(s)	📅 Time Interval	📅 Time Grouping	📸 Screenshot
Opps Owned	All AEs on team	Ramping 12 months	Month	Screenshot
Opps Owned	All AEs on team	Trailing 12 months	Month	Screenshot
Meetings	All AEs on team	Ramping 12 months	Month	Screenshot
Meetings	All AEs on team	Trailing 12 months	Month	Screenshot
Stage Advancements	All AEs on team	Ramping 12 months	Month	Screenshot
Stage Advancements	All AEs on team	Trailing 12 months	Month	Screenshot
Specific Stage(s) Reached	All AEs on team	Ramping 12 months	Quarter	Screenshot
Specific Stage(s) Reached	All AEs on team	Trailing 12 months	Quarter	Screenshot
Wins	All AEs on team	Ramping 12 months	Quarter	Screenshot
Wins	All AEs on team	Trailing 12 months	Quarter	Screenshot
Bookings	All AEs on team	Ramping 12 months	Quarter	Screenshot
Bookings	All AEs on team	Trailing 12 months	Quarter	Screenshot

Broadcast Audience: AE Team Email List Serve, AE Team Slack Channel (Screenshot)

Broadcast Cadence: Monday and Friday mornings to start and end the week right

Other Distribution: Hyperlink in AE Team Meeting Agenda

Example Screenshot(s): LINK

AE Ramping Goals

Read more about goals in Atrium here.

View Type: Goal Set

View Description: A set of goals for a core set of leading and lagging indicators to help instrument AE ramp.

Roles & Segments: Inside & Outside AEs, SMB through Enterprise

Suggested Metrics: Opps Owned, Meetings, Untouched Opps, Accounts Touched

📊 Metrics & Filters	📅 Time Interval	❓Notes
Opps Owned	Right Now
Meetings	Weekly	Consider emails also if your AEs are prospecting
Untouched Opps	Weekly - Monthly
Accounts Touched	Weekly - Monthly