A playbook on monitoring, managing, and improving the ramp of newly hired AEs.
Overview
Want help deploying one of these playbooks? Contact your CSM here.
When you’re hiring groups of AEs, it’s very important to ensure that their performance is tracked and trending upwards.
This means paying attention to leading indicators of success, even before the expected time when an AE would be expected to produce full opportunity ownership, pipeline movement, wins, and bookings.
This also means being able to compare AEs to others at the same point in their ramp - since comparing the metrics of newly hired reps to fully ramped reps is always challenging.
Note: If a rep has been in the same segment/discipline combination in a previous role, their ramp start date will go back to their first role with that segment/discipline combination.
Instrumenting the health of AE ramp ensures you can quickly jump on any issues before they become major problems, you can identify precocious rampers, figure out the secret of their success, and generalize that for future ramping classes. And, in the case where a ramper just isn’t going to make it - make a staffing change in a timely manner.
Roles
- Inside Sales - SMB through Enterprise
- Outside Sales - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Inside Sales | Opps Owned, Pipe Owned, Meetings, Wins, Bookings, Emails, Accounts Touched | Stage Reached, Win Rate, New Opps Owned, Average Sales Cycle |
| Outside Sales | Opps Owned, Pipe Owned, Meetings, Wins, Bookings, Contacts Touched, Contacts Touched per Account | Stage Reached, Win Rate, New Opps Owned |
Suggested Views
These are a few suggested views to help monitor, manage, and improve rep and team performance as relates to AE ramp health. 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 Ramping Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard with a combination of leading and lagging indicators, all in a ramping time interval, grouped by month or quarter, depending on the metric.
Roles & Segments: Inside & Outside AEs, SMB through Enterprise
Subject(s): Individual AEs on a team
Suggested Metrics: Opps Owned, Meetings, Stage Reached, Wins, Booking
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opps Owned | All AEs on team | Ramping 12 months | Month | Screenshot |
| Opps Owned | All AEs on team | Trailing 12 months | Month | Screenshot |
| Meetings | All AEs on team | Ramping 12 months | Month | Screenshot |
| Meetings | All AEs on team | Trailing 12 months | Month | Screenshot |
| Stage Advancements | All AEs on team | Ramping 12 months | Month | Screenshot |
| Stage Advancements | All AEs on team | Trailing 12 months | Month | Screenshot |
| Specific Stage(s) Reached | All AEs on team | Ramping 12 months | Quarter | Screenshot |
| Specific Stage(s) Reached | All AEs on team | Trailing 12 months | Quarter | Screenshot |
| Wins | All AEs on team | Ramping 12 months | Quarter | Screenshot |
| Wins | All AEs on team | Trailing 12 months | Quarter | Screenshot |
| Bookings | All AEs on team | Ramping 12 months | Quarter | Screenshot |
| Bookings | All AEs on team | Trailing 12 months | Quarter | Screenshot |
Broadcast Audience: AE Team Email List Serve, AE Team Slack Channel (Screenshot)
Broadcast Cadence: Monday and Friday mornings to start and end the week right
Other Distribution: Hyperlink in AE Team Meeting Agenda
Example Screenshot(s): LINK
AE Ramping Goals
Read more about goals in Atrium here.
View Type: Goal Set
View Description: A set of goals for a core set of leading and lagging indicators to help instrument AE ramp.
Roles & Segments: Inside & Outside AEs, SMB through Enterprise
Suggested Metrics: Opps Owned, Meetings, Untouched Opps, Accounts Touched
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Opps Owned | Right Now | |
| Meetings | Weekly | Consider emails also if your AEs are prospecting |
| Untouched Opps | Weekly - Monthly | |
| Accounts Touched | Weekly - Monthly |
AE Ramping Alerts
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: An alert feed composed of ramping alerts for a core set of leading and lagging metrics for all AEs.
Roles & Segments: Inside & Outside AEs, SMB through Enterprise
Suggested Metrics: Accounts Touched, New Opps Owned, Opps Owned, Meetings, Stage Reached, Wins, Bookings, Win Rate, Weighted Pipeline by Historical Win Rates
Subject(s): Entire AE Team
Alert Categories: Ramping Peer Alerts, Ramping Goal Alerts, Ramping Strategy Insights
Alert Type(s): Positive, Warning, and Neutral Alerts
Broadcast Audience: AE Team email list serve, AE Team Slack Channel (Screenshot)
Broadcast Cadence: Monday mornings to start the week off right.
Example Screenshot(s): LINK
View Example Screenshots
AE Ramping Dash
AE Ramping Alerts
