A playbook on monitoring, managing, and improving the prospecting inputs and outputs of Account Executives and other selling staff.

Overview
Roles
Suggested Metrics
Suggested Views
View Example Screenshots
- 🎣 💰 AE Self-Prospecting Dashboard
- 🎣 💰 AE Prospecting Alert Feed

Overview

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

For many sales organizations, the ability for sellers, whether Account Executives, Account Managers, or other, to fill or augment their pipeline via self-prospecting is critical.

This can be the case for sales organizations who don’t have SDR / AE specialization, whose SDR and marketing support levels indicate a need for self-prospecting, and especially for higher average selling price / enterprise sales motions where the ability to get into accounts requires relationships more likely to be held by senior sales executives.

Whatever the reason, instrumenting the inputs and outputs of AE prospecting efforts ensures that individuals and teams are performing at the required levels, and if not, allows management to intervene and change behavior to improve that performance.

More Atrium playbooks here

Roles

Inside Sales - SMB through Enterprise
Outside Sales - SMB through Enterprise
Account Management - SMB through Enterprise

Suggested Metrics

Role & Segment(s)	🟢 Basic	⬥⬥ Advanced
Inside Sales, Outside Sales, Account Management	Opportunities Created, Pipeline Created, Prospecting Accounts Touched	Stage Reached - Opp Sourced, Bookings Sourced

Suggested Views

These are a few suggested views to help monitor, manage, and improve AE Self-Prospecting for your reps and team. 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 Self-Prospecting Dashboard

Read more about Dashboards in Atrium here.

View Type: Dashboard

View Description: A dashboard focused on the creation of self-sourced opportunities and pipeline for AEs, the activities associated with that, and performance over time.

Roles & Segments: Inside & Outside Sales, Account Management, SMB through Enterprise

Subject(s): Individual sellers and team totals

📊 Metric, Filters, Splits	👫 Subject(s)	📅 Time Interval	📅 Time Grouping	📸 Screenshot
Opportunities Created (Filtered to relevant Opp Source)	All AEs on Team	Last Week	Totaled	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	All AEs on Team	This Month	Totaled	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	All AEs on Team	This Quarter	Totaled	Screenshot
Pipeline Created (Filtered to relevant Opp Source)	All AEs on Team	This Quarter	Totaled	Screenshot
Prospecting Accounts Touched	All AEs on Team	Trailing 30 Days	Totaled	Screenshot
Prospecting Accounts Touched	All AEs on Team	Trailing 6 Months	Month	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	All AEs on Team	Trailing 90 Days	Totaled	Screenshot
Pipeline Created (Filtered to relevant Opp Source)	All AEs on Team	Trailing 90 Days	Totaled	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	Team Total	Trailing 12 Months	Month	Screenshot
Prospecting Accounts Touched	Team Total	Trailing 12 Months	Month	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	Team Total	Trailing 12 Months	Quarter	Screenshot
Opportunities Created (Filtered to relevant Opp Source)	All AEs on Team	Trailing 12 Months	Quarter	Screenshot
Bookings Sourced	All AEs on Team	Trailing 12 Months	Quarter	Screenshot
Bookings Sourced	Team Total	Trailing 6 Months	Totaled	Screenshot

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

Broadcast Cadence: Weekly broadcast at the beginning of the week - Sunday, Monday, or Tuesday morning.

Other Distribution: Hyperlink in AE Team Meeting Agenda

Example Screenshot(s): Screenshot

🎣 💰 AE Self-Prospecting Goals

Read more about goals in Atrium here.

View Type: Goal Set

Roles & Segments: Inside & Outside Sales, Account Management, SMB through Enterprise

📊 Metrics & Filters	📅 Time Interval	❓Notes
Self-Sourced Opportunities Created / Pipeline Created	Month or Quarter	Filter opportunity creation to the relevant opportunity source. And depending on sales motion set monthly or quarter targets.
Prospecting Accounts Touched	Week or Month	Consider Prospecting Emails as well.
Bookings Sourced	Quarter	NA