Card in Atrium: Opportunities Touched card
The Opportunities Touched card measures how many unique opportunities a rep or team has touched in the given timeframe. A touch is an email, call, or meeting on the calendar.
Touches on an opportunity are counted against an owner only once, only when the opportunity is open, and only when that owner owned the opportunity at the time of the touch. If there were multiple owners in the time period this would affect team totals, so the most recent touch in the time period is used. This is not necessary for individual contributors (ICs), so in that case each owner gets a credit for the touch.
(Learn more about how Atrium Actions & Objects work to calculate metrics.)
Metric Time Vector:The date on which the opportunity was touched by an email, meeting, or call.
Metric Value Vector:The number of unique opportuities touched.
Why It’s Important
It’s helpful to know who on your team is hustling to touch a lot of different opportunities. Opportunities Touched helps you see how many unique opps are being touched so you know that opps are getting the attention they need to get to the next stage. Your reps may occasionally need to go deeper on certain opps but Opportunities Touched can help you be sure that coverage on the others is still there. You can also use this metric to see whether, over time, each rep is consistently touching the same number of opps.
How Do You Use It?
The Opportunities Touched card is for sales managers who want to see how many opps were touched (via email, call, or meeting) by given reps on their team in a given timeframe. It works well with your Dashboards and Alert Feeds that are focused on the hustle your team as a whole, as well as individual reps, is putting forward. The fact that they are touching their opportunities is a great indicator that they are working their opps to drive them forward to a sale.
You likely track opportunity-related metrics on several dashboards. You may want to add Opportunities Touched to a dashboard that shows:
- Opportunity Health
- Opportunities Created
- Opportunity Age
- Stage Reached - Opp Owned By
- Opp Conversion: Win Rate from Stage
- Stuck Opportunities
- New Opportunities Owned
- Opportunities Owned
- Opportunities Touched
- Activity Per Opp Created
- Days Between Opp Touches
- Untouched Opps - New Business
- Untouched Opps - Existing Business
You can set goals for the number of opps touched in a given time period to set a benchmark for hustle. This will help reps be sure to focus on multiple opps and not solely focus on getting only certain opportunities across the finish line.
For example, keep opportunity ownership spread fairly evening across your team. Then set a team average goal for the number of unique Opportunities Touched you want your team to achieve. This will set the same goal for each individual on that team.
FAQs and Additional Details
Why does the Untouched Opps card not look like a complement to the Opportunities Touched card?
Untouched Opps is liberal in its counting of touches, counting touches when an opp is opened (opp creation date) and anytime the opp is touched while the opp remains open. The reason for this is because the Untouched Opps metric wants to highlight opps that need attention.
Conversely, because Opportunities Touched wants to highlight hustle, it is conservative in counting touches, so it counts the same way that Untouched Opps counts, but it throws out duplicates.
There was an opportunity that had two owners in the period and each touched it, so why doesn’t my team total reflect both of those touches?
Opportunities Touched highlights the unique number of opps touched, so if there were multiple owners in the time period who touched the opp, that would inflate the measurement of hustle for your team as a whole. Therefore, we de-duplicate so only the most recent touch in the time period is used (rather than a touch for each owner). De-duping is not necessary for individual contributors (ICs), so in that case each owner gets a credit for the touch.
How can it be that an opportunity on my team closed successfully without ever seeming to show up as a touched opportunity on this metrics card?
If you want to drill down into a given opportunity, you’ll want to look at Opp Health. Opportunities Touched is measuring hustle overall, so it’s possible that the touch logic counted a touch for a different opportunity owned by a particular rep rather than another opp that rep also owned.
How does the touch logic work? Because of the conservative nature of this metric, we must select the most appropriate opp if there are multiple opps touched that are open and owned by the same rep. To determine the most appropriate opp against which to count the touch, we:
- Qualify the likely success of a close won so we use the opp whose stage is the furthest.
- If there are still ties, then we use the opp size.
- If there are still ties, we use the most recent change to the record in SFDC.
How can I know who the owner was at the time of the touch?
The back of the card includes a column called “Owner with Most Recent Touch,” which shows the owner at the time the most recent touch was made. That owner may be different from the current owner.