A playbook on how managers can use the metrics, views, and insights in Atrium to coach and manage through quarterly business reviews.
Overview
Want help deploying one of these playbooks? Contact your CSM here.
Quarterly Business Reviews are a time to take a look at your organization's performance, plan future roadmaps, and take a hard look at your sales motion and representatives involved in the process.
The purpose of this playbook is to take a look into historical performance to offer insights and ideas for coaching, as well as to look into the future to see what we can expect in the current quarter and even into next quarter!
Roles
- Account Executives (SMB through Enterprise)
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Account Executives (SMB through Enterprise) | Pipeline by Close Date, Opportunities Owned, Meetings on Calendar, Bookings, Wins, New Opportunities Owned | Weighted Pipeline by Historical Win Rates, Pipeline Change, Win Rate, Average Selling Price, Average Sales Cycle, Stage Reached - Opp Owned By, Opp Conversion: Conversion Rate from Stage, Opp Conversion: Win Rate from Stage |
Suggested Views
These are a few suggested views to help monitor, manage, and improve AE QBRs 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 Team Lookback QBR Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: For reviewing individual rep performance, areas of strength, and areas for improvement in prior quarter
Roles & Segments: All AEs (SMB through Enterprise)
Subject(s): All AEs
Suggested Metrics: Bookings, Wins, New Opportunities Owned, Pipeline Change, Win Rate, Average Selling Price, Average Sales Cycle, Stage Reached - Opp Owned By, Opp Conversion: Conversion Rate from Stage, Opp Conversion: Win Rate from Stage, Opportunities Owned, Meetings on Calendar
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Pipeline Change | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Bookings (Split by Opp Type) | Account Executives (SMB to Enterprise) | Last Year and This Year | Quarter | Screenshot |
| Bookings (Filtered to Opp Type) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Wins (Split by Opp Type) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opportunities Owned (Split by Account Tier) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| New Opportunities Owned (Split by Opp Type) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Meetings on Calendar (Split by Opp Type) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Meetings on Calendar (Filtered to Initial Meeting) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Win Rate (Filtered to New Business) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Average Selling Price (Filtered to New Business) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Average Sales Cycle (Filtered to New Business) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opportunities Owned (Filtered to Closed Won and Closed Lost) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Stage Reached - Opp Owned By (Filtered to Pilot Stage) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Stage Reached - Opp Owned By (Filtered to Proposal) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Stage Reached - Opp Owned By (Filtered to Opp Type: New and Existing Business) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opp Conversion: Conversion Rate from Stage | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opp Conversion: Win Rate from Stage (From SQO) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opp Conversion: Win Rate from Stage (From Pilot) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
| Opp Conversion: Win Rate from Stage (From Proposal) | Account Executives (SMB to Enterprise) | Last Quarter | None | Screenshot |
Broadcast Audience: AEs and Sales Managers (Screenshot)
Broadcast Cadence: Quarterly on the First Day of the Quarter
Example Screenshot(s): LINK
🔮 💰 AE Team Look Forward QBR Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: For reviewing individual rep performance, areas of strength, and areas for improvement in this quarter
Roles & Segments: All AEs (SMB through Enterprise)
Subject(s): All AEs
Suggested Metrics: Pipeline by Close Date, Opportunities Owned, Meetings on Calendar, Weighted Pipeline by Historical Win Rates, Pipeline Change
| 📊 Metrics & Filters | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|
| Pipeline by Close Date (Split by Forecast Category) | Last Year and This Year | Quarter | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Forecast Category) | Last Year and This Year | Quarter | Screenshot |
| Pipeline Change (Split by Forecast Category) | This Quarter | N/A | Screenshot |
| Pipeline by Close Date (Split by Opp Type) | This Quarter | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Opp Type) | This Quarter | None | Screenshot |
| Opportunities Owned (Split by Account Tier) | Now | None | Screenshot |
| Meetings on Calendar (Split by Opp Type) | This Quarter | None | Screenshot |
Broadcast Audience: AEs and Sales Managers (Screenshot)
Broadcast Cadence: Quarterly on the First Day of the Quarter
Example Screenshot(s): LINK
View Example Screenshots
🔠💰 AE Team Lookback QBR Dashboard
🔮 💰 AE Team Look Forward QBR Dashboard
