A playbook on how managers can use the metrics, views, and insights in Atrium to coach and develop their reps.
Table of Contents
Overview
Want help deploying one of these playbooks? Contact your CSM here.
Creating coaching views allows you to target and track specific metrics for your teams and individual reps. You are able to pinpoint where issues may be arising from and give actionable feedback, improving your reps’ individual skills as well as overall performance.
What we’ve provided below are examples, your views will vary based on your individual reps and the issues that you’re coaching them on.
Roles
- Account Executives (SMB through Enterprise)
Example Metrics
When it comes to coaching, you want to make sure that you’re coaching to specific issues that your team or reps may be having. Atrium provides hundreds of metrics that can be used to track performance of your reps and team. Listed below are examples of metrics that you may need to coach on.
|
Role & Segment(s) |
🟢 Basic |
⬥⬥ Advanced |
|
Account Executives (SMB through Enterprise) |
Untouched Opps, Talk Ratio, Longest Monologue, Bookings, Wins, Opportunities Owned, Pipeline Owned, Meetings, Accounts / Opps Touched, Contacts Touched, New Opps Owned, Win Rate |
Conversion Rate, Win Rate, Stage Reached, New Opps Owned, Win Rate, Average Selling Price, Average Sales Cycle Time, Stage Reached - Opp Owned By, Opportunity Conversion: Conversion Rate From Stage |
Example Views
These are a few example views to help monitor, manage, and improve individual coaching for your reps and teams. The best practice is to group them together in a folder. You will want to choose the metrics that are relevant to the improvement areas of the given rep.
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.
📈Example View: Coaching Dashboard - Deal Progression
This is an example of a focused set of metrics that track an individual rep’s performance around a specific issue. In the example below, this rep has trouble moving opps from one stage to the next. The metrics within the dashboard help to track that skill so the manager can provide actionable feedback to the rep.
Read more about Dashboards in Atrium here.
Screenshot: https://share.getcloudapp.com/d5u9qWNw
View Type: Dashboard
View Description: Dashboard that is created to track metrics around a specific issue for an individual rep.
Roles & Segments: AE (SMB through Enterprise)
Metrics Used Below: Stage Reached - Opp Owned By, Opp Conversion - Conversion Rate From Stage
Example Metrics:
|
📊 Metric, Filters, Splits |
👫 Subject(s) |
📅 Time Interval |
📅 Time Grouping |
📸 Screenshot |
|
Stage Reached - Opp Owned By (Product Trial) |
Individual Rep |
Trailing 6 Months |
By Month |
|
|
Opportunity Conversion: Conversion Rate From Stage (Discovery Stage) |
Individual Rep |
Trailing 6 Months |
By Month |
Broadcast Audience: SDR and Manager
Broadcast Cadence: Weekly, on Monday at 9am
Example Screenshot(s): Link to whole dashboard screenshot
📊Example View: Coaching Dashboard - Pipeline Hygiene
The example below shows views for coaching an individual rep on pipeline hygiene.
Read more about Dashboards in Atrium here.
Screenshot: https://share.getcloudapp.com/YEur2p4D
View Type: Dashboard
View Description: Dashboard that is created to track metrics around a specific area for an individual rep.
Roles & Segments: AE (SMB through Enterprise)
Example Metrics: Untouched Opps, Stuck Opportunities, Opportunities Owned, New Opportunities Owned, Opportunity Health, Stuck Opportunities
Example Metrics:
|
📊 Metric, Filters, Splits |
👫 Subject(s) |
📅 Time Interval |
📅 Time Grouping |
📸 Screenshot |
|
Untouched Opps - New Business |
All Reps |
Now |
None |
|
|
Untouched Opps - New Business |
All Reps |
Trailing 6 Months |
By Month |
|
|
Stuck Opportunities - New Business |
All Reps |
Now |
None |
|
|
Opportunities Owned, with filter “Close Date - Last Month” |
All Reps |
Now |
None |
|
|
All Reps |
Now |
None |
||
|
All Reps |
Trailing 30 Days |
None |
||
|
All Reps |
Now |
None |
||
|
All Reps |
Trailing 6 Months |
By Month |
Broadcast Audience: AE Team List Serve, AE Team Slack Channel (Screenshot)
Broadcast Cadence: Weekly, at 12pm on Monday
Example Screenshot(s): Link to whole dashboard screenshot
🥳Example View: AE Team Kudos Alert Feed
This alert feed shows insights around the metrics you’re coaching your reps on, allowing you to give your reps kudos when they are crushing it. You can choose any metrics to be included in your alert feeds, but in this example, the feed shows positive alerts around call behavior.
Read more about Alert Feeds in Atrium here.
Screenshot: https://share.getcloudapp.com/ApuJ2vm2
View Type: Alert Feed
View Description: This alert feed shows rep and team performance metrics that deserve kudos.
Roles & Segments: AE (SMB through Enterprise)
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights (Screenshot)
Alert Type(s): Positive Alerts (Screenshot)
Broadcast Audience: AE Team, Leadership
Broadcast Cadence: Weekly, Fridays at 10am
Example Screenshot(s): Link to full alert page screenshot
🚨Example View: AE Team Per Rep Warning Alert Feed
The alert feed shows insights around the metrics that you are coaching your reps on. In this example, the feed shows warning alerts around call behavior so that you are able to get in front of issues and provide coaching when your reps need it. You can choose any metrics to be included in your alert feed.
Read more about Alert Feeds in Atrium here.
Screenshot: https://share.getcloudapp.com/QwuL0Ymb
View Type: Alert Feed
View Description: This alert feed shows things to be aware of and potential problems for the AE team, and should be broadcasted to leadership only.
Roles & Segments: AE (SMB through Enterprise)
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights (Screenshot)
Alert Type(s): Warning Alerts (Screenshot)
Broadcast Audience: Leadership List Serve, Leadership Slack Channel (Screenshot)
Broadcast Cadence: Weekly, on Thursdays at 9AM
Example Screenshot(s): Link to full alert page screenshot
View Example Screenshots
📈 Example View: Coaching Dashboard - Deal Progression
📊Example View: Coaching Dashboard - Pipeline Hygiene
🥳Example View: AE Team Kudos Alert Feed
🚨Example View: AE Team Per Rep Warning Alert Feed
