Playbook: AE Per Rep Data-Driven Coaching

A playbook on how managers can use the metrics, views, and insights in Atrium to coach and develop their reps.

View Example Screenshots

Overview

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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.

More Atrium playbooks here.

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	Screenshot
Opportunity Conversion: Conversion Rate From Stage (Discovery Stage)	Individual Rep	Trailing 6 Months	By Month	Screenshot

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	Screenshot
Untouched Opps - New Business	All Reps	Trailing 6 Months	By Month	Screenshot
Stuck Opportunities - New Business	All Reps	Now	None	Screenshot
Opportunities Owned, with filter “Close Date - Last Month”	All Reps	Now	None	Screenshot
Opportunities Owned	All Reps	Now	None	Screenshot
New Opportunities Owned	All Reps	Trailing 30 Days	None	Screenshot
Opportunity Health	All Reps	Now	None	Screenshot
Stuck Opportunities	All Reps	Trailing 6 Months	By Month	Screenshot

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.

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