--- title: "Playbook: AE Per Rep Data-Driven Coaching" slug: "atrium-playbook-ae-per-rep-data-driven-coaching" updated: 2026-02-04T22:54:59Z published: 2026-02-11T04:48:13Z canonical: "support.fullcast.com/atrium-playbook-ae-per-rep-data-driven-coaching" --- > ## Documentation Index > Fetch the complete documentation index at: https://support.fullcast.com/llms.txt > Use this file to discover all available pages before exploring further. # 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.** *[More Atrium playbooks here.](/performance/docs/atrium-playbook-index)* [![zendesk_support_cta_v4.gif](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/360024324972_1769318083809.gif?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)](https://www.atriumhq.com/sign-up?utm_source=zendesk-self-signup&utm_medium=zendesk-self-signup&utm_campaign=zendesk-self-signup&utm_id=zendesk-self-signup) - - - - - - - - - [View Example Screenshots](https://docs.google.com/document/d/1VNkA4ys_7-VFVWzoQYJf5iOa6FevFMK2gqepWiRhvfk/edit#heading=h.fi90pekif47q) - - - - ## Overview ![Image_4-28-2022_at_3.29_PM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317991279.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D) *Want help deploying one of these playbooks? [Contact your CSM here](mailto:customer-success@atriumhq.com).* 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.*](https://support.atriumhq.com/hc/en-us/articles/4517927660557--Atrium-Playbook-Index) ## 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](/performance/docs/saved-view-folders-foldering-dashboards-alert-feeds-opp-health-views-and-more). 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](/performance/docs/how-to-be-amazing-at-atrium-dashboards), [Alert Feeds](/performance/docs/how-to-be-amazing-at-atrium-alert-feeds), [Opp Health Views](/performance/docs/opportunities-views-pages-and-opportunity-sales-coach-formerly-opportunity-health), and [Goals](/performance/docs/set-and-edit-goals-in-atrium) 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](/performance/docs/how-to-be-amazing-at-atrium-dashboards)*.__ *![Image_5-3-2022_at_10.51_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317991713.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)* *Screenshot:* *[https://share.getcloudapp.com/d5u9qWNw](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](https://share.getcloudapp.com/4guKEq7p) ## 📊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](/performance/docs/how-to-be-amazing-at-atrium-dashboards)*.* *![Image_5-3-2022_at_10.55_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317992417.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)* *Screenshot: [https://share.getcloudapp.com/YEur2p4D](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](/performance/docs/untouched-opportunities), [Stuck Opportunities](/performance/docs/stuck-opportunities), [Opportunities Owned](/performance/docs/opportunities-owned), [New Opportunities Owned](/performance/docs/new-opportunities-owned), [Opportunity Health](/performance/docs/opportunities-views-pages-and-opportunity-sales-coach-formerly-opportunity-health), [Stuck Opportunities](/performance/docs/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](https://share.getcloudapp.com/kpuJ2b9o)) *Broadcast Cadence:* Weekly, at 12pm on Monday *Example Screenshot(s):* [Link to whole dashboard screenshot](https://share.getcloudapp.com/E0ugpn50) ## 🥳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](/performance/docs/how-to-be-amazing-at-atrium-alert-feeds).* *![Image_5-2-2022_at_10.34_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317992701.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)* *Screenshot: [https://share.getcloudapp.com/ApuJ2vm2](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)](https://share.getcloudapp.com/X6uENBZv) *Alert Type(s):* Positive Alerts [(Screenshot)](https://share.getcloudapp.com/GGulw7bD) *Broadcast Audience:* AE Team, Leadership *Broadcast Cadence:* Weekly, Fridays at 10am *Example Screenshot(s):* [Link to full alert page screenshot](https://share.getcloudapp.com/KouA29Kq) ## 🚨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](/performance/docs/how-to-be-amazing-at-atrium-alert-feeds).* ![Image_2022-03-23_at_11.36.58_PM.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317993169.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D) *Screenshot: [https://share.getcloudapp.com/QwuL0Ymb](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)](https://share.getcloudapp.com/X6uENBZv) *Alert Type(s):* Warning Alerts [(Screenshot)](https://share.getcloudapp.com/eDu5BYm7) *Broadcast Audience:* Leadership List Serve, Leadership Slack Channel ([Screenshot](https://share.getcloudapp.com/geumz0j1)) *Broadcast Cadence:* Weekly, on Thursdays at 9AM *Example Screenshot(s):* [Link to full alert page screenshot](https://share.getcloudapp.com/KouA29pR) ## View Example Screenshots ## 📈 Example View: Coaching Dashboard - Deal Progression ![Image_5-3-2022_at_10.51_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317991713.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D) ## 📊Example View: Coaching Dashboard - Pipeline Hygiene ## ![Coaching_Dash_-_Pipeline_Hygiene_Full_Page__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317994317.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D) ## 🥳Example View: AE Team Kudos Alert Feed **![AE_Team_Kudos_Alert_Full_Page_View__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317994735.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)** ## 🚨Example View: AE Team Per Rep Warning Alert Feed ![AE_Team_Warning_Alert_Feed__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/6054597931533_1769317995388.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A23%3A50Z&se=2026-11-14T04%3A23%3A50Z&sr=c&sp=r&sig=2tlBZMaFk%2FNjXO9gG%2Bc6ya7f3AvaLYuaF4lI7azMQrQ%3D)