A playbook on using data to inform weekly AE 1:1s – up-leveling your sales team and sales motion
Overview
Want help deploying one of these playbooks? Contact your CSM here.
Weekly 1:1s can be the most important meeting on the calendar for many managers and their reps. But, how can managers ensure that the time is being spent efficiently and effectively?
Creating a clear agenda and defining metrics that are important to the rep and the sales organization are the most vital to developing solid 1:1s with your team(s). 1:1s should not be just deal reviews.
1:1s can help managers discover pain points within the sales motion, ensure that reps are on track to hit goals, and reveal coaching opportunities that will help reps accomplish their goals, meet their quotas, and help the organization overall close more deals.
Roles
- Account Executives (SMB through Enterprise)
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Account Executives | Opportunities Owned, Pipeline Owned, Accounts / Opps Touched, Contacts Touched, Meetings, Wins, Bookings | New Opps Owned, Win Rate, Average Selling Price, Average Sales Cycle Time |
Suggested Views
These are a few suggested views to help monitor, manage, and improve Data-Driven 1:1s 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 1:1 Dashboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: Weekly View to Inform Weekly 1:1 Meetings
Roles & Segments: Inside and Outside Sales - AE
Subject(s): Individual Sellers (and potentially a team average)
Suggested Metrics: Bookings, Wins, Opportunities Owned, Pipeline Owned, Meetings, Accounts / Opps Touched, Contacts Touched, New Opps Owned, Win Rate, Average Selling Price, Average Sales Cycle Time
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Bookings | All AEs on Team | This Quarter | None | Screenshot |
| Wins | All AEs on Team | This Quarter | None | Screenshot |
| Opportunities Owned | All AEs on Team | Now | None | Screenshot |
| Pipeline Owned | All AEs on Team | Now | None | Screenshot |
| Meetings | All AEs on Team | Last Week | None | Screenshot |
| Meetings | All AEs on Team | This Month | None | Screenshot |
| Accounts / Opps Touched | All AEs on Team | Last Week | None | Screenshot |
| Contacts Touched | All AEs on Team | Last Week | None | Screenshot |
| New Opportunities Owned | All AEs on Team | This Month | None | Screenshot |
| Win Rate | All AEs on Team | Trailing 90 Days | Month | Screenshot |
| Average Selling Price | All AEs on Team | Trailing 90 Days | Month | Screenshot |
| Average Sales Cycle Time | All AEs on Team | Trailing 90 Days | None | Screenshot |
Broadcast Audience: AE Managers and AEs (Screenshot)
Broadcast Cadence: Weekly on Mondays and Fridays and prior to 1:1 Meetings
Other Distribution: Hyperlink in the 1:1 Agenda
Other Notes: Some sales organizations prefer to create this dashboard with an individual rep and the team average. Although this isn’t as transparent as what we normally recommend; it can also be beneficial for specific training purposes within specific teams.
Example Screenshot(s): LINK
📆 💰 AE 1:1 Goals
Read more about goals in Atrium here.
View Type: Goal Set
Roles & Segments: Inside and Outside Sales
Suggested Metrics: Pipeline Owned, Accounts / Opps Touched, Meetings, Wins, Bookings, New Opps Owned, New Pipeline Owned, Win Rate, Average Selling Price, Average Sales Cycle Time, Time in Stage, Conversion Rates by Stage, Win Rate from Stage, Forward Pipeline by Close Date, Untouched Opps
| 📊 Metrics & Filters | 📅 Time Interval | ❓Suggested Ranges |
|---|---|---|
| Pipeline Owned | Right Now | $200k - $3m |
| Accounts / Opps Touched | Weekly / Monthly | 20 - 50 |
| Meetings | Weekly / Monthly | 7 - 15 per week |
| Wins | Monthly / Quarterly | Motion Dependent |
| Bookings | Monthly / Quarterly | $30k / mo - $500k / qtr. (Motion dependent) |
| New Opportunities Owned | Weekly / Monthly | 2 - 10 per Week (high motion dependent) |
| Win Rate | Quarterly | 15% - 30% |
| Average Selling Price | Quarterly | Motion Dependent |
| Average Sales Cycle Time | Quarterly | Motion Dependent |
| Time in Stage | Quarterly | Motion Dependent |
| Conversion Rate from Stage | Quarterly | Motion Dependent |
| Win Rate from Stage | Quarterly | Motion Dependent |
| Forward Pipeline by Close Date | Quarterly | 3x - 5x Bookings Goal |
| Untouched Opps | Now | 0 - 20 (Motion Dependent, but ultimately zero!) |
📆 💰 AE 1:1 Alert Feed
Read more about alerts in Atrium here.
View Type: Alert Feed
Roles & Segments: Inside and Outside Sales - AE
Suggested Metrics: Average Sales Cycle, Average Selling Price - New Business, Bookings, Meetings on Calendar, New Opportunities Owned, Opportunities Owned, Win Rate - New Business
Subject(s): Entire AE Team
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights
Alert Type(s): Positive Alerts, Warning Alerts
Broadcast Audience: AE Managers
Broadcast Cadence: Weekly on Monday Mornings
Example Screenshot(s): LINK
View Example Screenshots
📆 💰 AE 1:1 Dashboard
📆 💰 AE 1:1 Goals
🥓 📆 AE 1:1 Alert Feed
