A playbook on using data to inform weekly AE 1:1s – up-leveling your sales team and sales motion

Overview

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

Weekly 1:1s can be the most important meeting on the calendar for many managers and their reps. But, how can managers ensure that the time is being spent efficiently and effectively?

Creating a clear agenda and defining metrics that are important to the rep and the sales organization are the most vital to developing solid 1:1s with your team(s). 1:1s should not be just deal reviews.

1:1s can help managers discover pain points within the sales motion, ensure that reps are on track to hit goals, and reveal coaching opportunities that will help reps accomplish their goals, meet their quotas, and help the organization overall close more deals.

More Atrium playbooks here

Roles

Account Executives (SMB through Enterprise)

Suggested Metrics

Role & Segment(s)	🟢 Basic	⬥⬥ Advanced
Account Executives	Opportunities Owned, Pipeline Owned, Accounts / Opps Touched, Contacts Touched, Meetings, Wins, Bookings	New Opps Owned, Win Rate, Average Selling Price, Average Sales Cycle Time

Suggested Views

These are a few suggested views to help monitor, manage, and improve Data-Driven 1:1s for your reps and teams. 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 1:1 Dashboard

Read more about Dashboards in Atrium here.

View Type: Dashboard

View Description: Weekly View to Inform Weekly 1:1 Meetings

Roles & Segments: Inside and Outside Sales - AE

Subject(s): Individual Sellers (and potentially a team average)

📊 Metric, Filters, Splits	👫 Subject(s)	📅 Time Interval	📅 Time Grouping	📸 Screenshot
Bookings	All AEs on Team	This Quarter	None	Screenshot
Wins	All AEs on Team	This Quarter	None	Screenshot
Opportunities Owned	All AEs on Team	Now	None	Screenshot
Pipeline Owned	All AEs on Team	Now	None	Screenshot
Meetings	All AEs on Team	Last Week	None	Screenshot
Meetings	All AEs on Team	This Month	None	Screenshot
Accounts / Opps Touched	All AEs on Team	Last Week	None	Screenshot
Contacts Touched	All AEs on Team	Last Week	None	Screenshot
New Opportunities Owned	All AEs on Team	This Month	None	Screenshot
Win Rate	All AEs on Team	Trailing 90 Days	Month	Screenshot
Average Selling Price	All AEs on Team	Trailing 90 Days	Month	Screenshot
Average Sales Cycle Time	All AEs on Team	Trailing 90 Days	None	Screenshot

Broadcast Audience: AE Managers and AEs (Screenshot)

Broadcast Cadence: Weekly on Mondays and Fridays and prior to 1:1 Meetings

Other Distribution: Hyperlink in the 1:1 Agenda

Other Notes: Some sales organizations prefer to create this dashboard with an individual rep and the team average. Although this isn’t as transparent as what we normally recommend; it can also be beneficial for specific training purposes within specific teams.

Example Screenshot(s): LINK

📆 💰 AE 1:1 Goals

Read more about goals in Atrium here.

View Type: Goal Set

Roles & Segments: Inside and Outside Sales

📊 Metrics & Filters	📅 Time Interval	❓Suggested Ranges
Pipeline Owned	Right Now	$200k - $3m
Accounts / Opps Touched	Weekly / Monthly	20 - 50
Meetings	Weekly / Monthly	7 - 15 per week
Wins	Monthly / Quarterly	Motion Dependent
Bookings	Monthly / Quarterly	$30k / mo - $500k / qtr. (Motion dependent)
New Opportunities Owned	Weekly / Monthly	2 - 10 per Week (high motion dependent)
Win Rate	Quarterly	15% - 30%
Average Selling Price	Quarterly	Motion Dependent
Average Sales Cycle Time	Quarterly	Motion Dependent
Time in Stage	Quarterly	Motion Dependent
Conversion Rate from Stage	Quarterly	Motion Dependent
Win Rate from Stage	Quarterly	Motion Dependent
Forward Pipeline by Close Date	Quarterly	3x - 5x Bookings Goal
Untouched Opps	Now	0 - 20 (Motion Dependent, but ultimately zero!)