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

Overview

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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?

By creating a clear agenda and defining metrics that are important to the rep and the sales organization, 1:1s can help managers discover certain activities that lead to more (and better!) opps created, strategies within the sales motion, and training that will help reps accomplish their goals, meet their comp plans, and help the organization overall close more deals.

More Atrium playbooks here

Roles

Sales Development Representatives (Outbound and Inbound, SMB through Enterprise)

Suggested Metrics

Role & Segment(s)	🟢 Basic	⬥⬥ Advanced
Sales Development Representatives	Calls, Emails, Accounts Touched, Meetings Created, Opps Created, Email Responsiveness Rate, Contacts Touched per Account, Activity per Opp Created	New Accounts Touched, New Contacts Touched, Pipeline Created, Bookings Sourced, Stage Reached - Opp Sourced By, Activity Points, Conversion: Account Touched to Accepted Opp

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, and Goals are a great place to start.

📆 📧 SDR 1:1 Dashboard

Read more about Dashboards in Atrium here.

[Screenshot]

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View Type: Dashboard

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

Roles & Segments: Inbound and Outbound SDR Teams (SMB through Enterprise)

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

📊 Metric, Filters, Splits	👫 Subject(s)	📅 Time Interval	📅 Time Grouping	📸 Screenshot
Opportunities Created	All SDRs on Team	This Month	None	Screenshot
Opportunities Created	All SDRs on Team	This Quarter	None	Screenshot
Accounts Touched	All SDRs on Team	Last Week	None	Screenshot
Accounts Touched	All SDRs on Team	Trailing 30 Days	None	Screenshot
Accounts Touched	All SDRs on Team	Trailing 90 Days	Week	Screenshot
New Accounts Touched	All SDRs on Team	Last Week	None	Screenshot
New Accounts Touched	All SDRs on Team	Trailing 30 Days	None	Screenshot
New Accounts Touched	All SDRs on Team	Trailing 90 Days	Week	Screenshot
Emails Sent	All SDRs on Team	Trailing 90 Days	Week	Screenshot
Calls	All SDRs on Team	Trailing 90 Days	Week	Screenshot
Email Engagement Rate	All SDRs on Team	Trailing 30 Days	None	Screenshot
Conversion: Account Touched to Accepted Opp	All SDRs on Team	Trailing 30 Days	None	Screenshot
Pipeline Created	All SDRs on Team	Trailing 90 Days	None	Screenshot
Bookings Sourced	All SDRs on Team	Trailing 6 Months	None	Screenshot

Broadcast Audience: SDR Managers and SDRs (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

📆 📧 SDR 1:1 Goals

Read more about goals in Atrium here.

[Screenshot]

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View Type: Goal Set

View Description: A set of goals for a core set of leading and lagging indicators to help instrument SDR 1:1s.

Roles & Segments: Inbound and Outbound SDRs, SMB through Enterprise

📊 Metrics & Filters	📅 Time Interval	❓Notes
Accounts Touched	Weekly - Monthly	Consider Contacts Touched or Contacts Touched per Account, as well
Email Engagement Rate	Weekly - Monthly	N/A
New Contacts Touched	Weekly - Monthly	N/A
Opps Created	Monthly - Quarterly	N/A