A playbook on inspecting, discovering to-dos, and acting upon them in a rep’s pipeline during weekly pipeline reviews.
Overview
Want help deploying one of these playbooks? Contact your CSM here.
Pipeline reviews address two important needs for any sales team – forecasting and decision making. Understanding what will and won’t close in its current state, as well as what actions to take to improve an opportunity’s chances of closing, is crucial to running a productive AE or AM team and hitting quota.
The successful outcomes of well-run pipeline reviews are as follows:
- Hygiene issues identified and corrected in real time, so that forecasts aren’t overly optimistic due to inflated pipelines.
- Flags raised in trouble opps early, so reps can course correct deals that may otherwise fall through the cracks.
- Data-driven culture created that externalizes opp-execution behaviors of successful reps, so the rest of the team can learn from and emulate their tactics.
In your pipeline review meetings, use Atrium’s Opportunity Health Views and Dashboards to monitor trouble opps, decide best next steps for improving their viability, and emphasize ideal rep execution on open opps.
Roles
- Inside Sales - SMB through Enterprise
- Outside Sales - SMB through Enterprise
- Account Management - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Inside Sales, Outside Sales | Opp Health, Untouched Opps, Stuck Opps | Days between Opp Touches, Time in Stage, Conversion Rate from Stage to Next Stage, Win Rate from Stage |
| Account Management | Opp Health, Untouched Opps | Days between Opp Touches |
Suggested Views
These are a few suggested views to help monitor, manage, and uplevel Pipeline Reviews 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.
All Team - What's Closing This Quarter?
Read more on Opp Health in Atrium here.
View Type: Opp Health View
View Description: Showing all opportunities closing this quarter, split by health buckets.
Roles & Segments: Applicable for Inside Sales, Outside Sales, and Account Managers
Subject(s): All AEs or AMs
Filters: Close Date (Quarter) = This Quarter, Opp Type (Bucketed) = New Business for AEs or Opp Type (Bucketed) = Existing Business for AMs
Broadcast Audience: Individual reps featured in the view, team managers, & sales & marketing VPs via Email & Slack
Broadcast Cadence: Weekly on Monday and Thursday mornings, so the audience is aware of the state of and amount of pipeline still set to close for the quarter (screenshot)
Example Screenshot(s): LINK
Per Rep - Down Funnel Pipe - By Close Date
Read more on Opp Health in Atrium here.
View Type: Opp Health View
View Description: Showing all opportunities in later stages for an individual rep, split by health buckets and sorted by Close Date
Roles & Segments: Applicable for Inside Sales, Outside Sales, and Account Managers
Subject(s): Individual AE or AM
Filters: Opp Stage (Individual) = Later pipeline stages (greater than 50% probability of closing), Broadcast Audience: Individual rep featured in the view + team manager (screenshot)
Broadcast Cadence: Weekly the morning of pipeline review (screenshot)
Example Screenshot(s): LINK
Per Rep - Mid Funnel Pipe - By Close Date
Read more on Opp Health in Atrium here.
View Type: Opp Health View
View Description: Showing all opportunities in mid-funnel stages for an individual rep, split by health buckets and sorted by Close Date
Roles & Segments: Applicable for Inside Sales, Outside Sales, and Account Managers
Subject(s): Individual AE or AM
Filters: Opp Stage (Individual) = Mid-funnel pipeline stages (25-50% probability of closing)
Broadcast Audience: Individual rep featured in the view + team manager
Broadcast Cadence: Weekly the morning of pipeline review (screenshot)
Example Screenshot(s): LINK
AE Pipe Review Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: Comprehensive view of the state of current open pipeline for this and next quarter, along with metrics that point to successful and not successful rep behaviors and trends to monitor and coach to.
Roles & Segments: AEs, SMB through Enterprise
Subject(s): All AEs + AE team manager
Suggested Metrics: Opp Health, Untouched Opportunities, Stuck Opportunities, Days between Opp Touches, Time in Stage, Opp Conversion: Conversion Rate from Stage, Opp Conversion: Win Rate from Stage
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opp Health(Close Date = This Quarter, Opp Type (Bucketed) = New Business, split by opp health) | All AEs on team | Now | None | Screenshot |
| Opp Health(Close Date = Next Quarter, Opp Type (Bucketed) = New Business, split by opp health) | All AEs on team | Now | None | Screenshot |
| Untouched Opps 15+ Days (Days Untouched = 15+ Days, Opp Type (Bucketed) = New Business, split by Opportunity Stage) | All AEs on team | Now | None | Screenshot |
| Stuck Opps 30+ Days(Days Stuck = 30 days, Opp Type (Bucketed) = New Business, split by Opportunity Stage) | All AEs on team | Now | None | Screenshot |
| Trend: Days between Opp Touches (Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | Month | Screenshot |
| Trend: Untouched Opps (Days Untouched = 15+ Days, Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | Month | Screenshot |
| Trend: Stuck Opps (Days Stuck = 30+ Days, Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | Month | Screenshot |
| Time in Stage (Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | None | Screenshot |
| Opp Conversion: Conversion Rate from Stage (Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | None | Screenshot |
| Opp Conversion: Win Rate from Stage (Opp Type (Bucketed) = New Business) | All AEs on team | Trailing 90 Days | None | Screenshot |
Broadcast Audience: AE Team Email List Serve, AE Team Slack Channel (Screenshot)
Broadcast Cadence: Weekly via email the morning of pipeline reviews, so reps are aware of the state of their pipeline and corresponding pipe execution behaviors compared to their peers, and have time to prep their pipelines accordingly ahead of the meeting.
Example Screenshot(s): LINK
AM Pipe Review Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: Comprehensive view of the state of current open pipeline for this and next quarter, along with metrics that point to successful and not successful rep behaviors and trends to monitor and coach to.
Roles & Segments: AMs, SMB through Enterprise
Subject(s): All AMs + AM team manager
Suggested Metrics: Opp Health, Untouched Opportunities, Days between Opp Touches
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opp Health(Close Date = This Quarter, Opp Type (Bucketed) = Existing Business, split by opp health) | All AMs on team | Now | None | Screenshot |
| Opp Health(Close Date = Next Quarter, Opp Type (Bucketed) = Existing Business, split by opp health) | All AMs on team | Now | None | Screenshot |
| Untouched Opps 15+ Days (Days Untouched = 15+ Days, Opp Type (Bucketed) = Existing Business, split by Opportunity Stage) | All AMs on team | None | None | Screenshot |
| Trend: Days between Opp Touches (Opp Type (Bucketed) = Existing Business) | All AMs on team | Trailing 90 Days | Month | Screenshot |
| Trend: Untouched Opps (Days Untouched = 15+ Days, Opp Type (Bucketed) = Existing Business) | All AMs on team | Trailing 90 Days | Month | Screenshot |
Broadcast Audience: AM Team Email List Serve, AM Team Slack Channel (Screenshot)
Broadcast Cadence: Weekly via email the morning of pipeline reviews, so reps are aware of the state of their pipeline and corresponding pipe execution behaviors compared to their peers, and have time to prep their pipelines accordingly ahead of the meeting.
Example Screenshot(s): LINK
AE Goals for Effective Pipeline Reviews
Read more about goals in Atrium here.
View Type: Goal Set
Roles & Segments: AEs, SMB through Enterprise
View Description: A set of goals for a core set of metrics related set targets to note during pipeline reviews for AEs and new business sales
Suggested Metrics: Untouched Opportunities, Stuck Opportunities, Days between Opp Touches, Time in Stage, Opp Conversion: Conversion Rate from Stage, Opp Conversion: Win Rate from Stage
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Untouched Opps - New Business | Weekly | For this goal, Atrium considers an opportunity ‘untouched’ if it has gone 30 days without a call, email, or meeting. |
| Stuck Opps - New Business | Weekly | For this goal, Atrium considers an opportunity ‘stuck’ if it has gone 30 days without moving from its current stage. |
| Days Between Opp Touches - New Business | Monthly | |
| Time in Stage (Opp Type (Bucketed) = New Business) | Monthly | |
| Conversion Rate from Stage to Next Stage (Opp Type = New Business) | Monthly | Consider setting a goal on this metric around your pilot stage. |
| Win Rate from Stage (Opp Type = New Business) | Monthly | Consider setting a goal on this metric around your pilot stage. |
AM Goals for Effective Pipeline Reviews
Read more about goals in Atrium here.
View Type: Goal Set
Roles & Segments: AMs, SMB through Enterprise
View Description: A set of goals for a core set of metrics related set targets to note during pipeline reviews for AMs and existing business sales
Suggested Metrics: Untouched Opps - Existing Business, Days Between Opp Touches
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Untouched Opps - Existing Business | Weekly | For this goal, Atrium considers an opportunity ‘untouched’ if it has gone 30 days without a call, email, or meeting. |
| Days Between Opp Touches (Opp Type (Bucketed) = Existing Business) | Monthly |
View Example Screenshots
All Team - What's Closing This Quarter?
Per Rep - Down Funnel Pipe - By Close Date
Per Rep - Mid Funnel Pipe - By Close Date
AE Pipe Review Dashboard
AM Pipe Review Dashboard
