A playbook on using data to inform weekly 1:1s with SDRs – up-leveling your sales development team and 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?
By creating a clear agenda and defining metrics that are important to the rep and the sales organization, 1:1s can help managers discover certain activities that lead to more (and better!) opps created, strategies within the sales motion, and training that will help reps accomplish their goals, meet their comp plans, and help the organization overall close more deals.
Roles
- Sales Development Representatives (Outbound and Inbound, SMB through Enterprise)
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Sales Development Representatives | Calls, Emails, Accounts Touched, Meetings Created, Opps Created, Email Responsiveness Rate, Contacts Touched per Account, Activity per Opp Created | New Accounts Touched, New Contacts Touched, Pipeline Created, Bookings Sourced, Stage Reached - Opp Sourced By, Activity Points, Conversion: Account Touched to Accepted Opp |
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, and Goals are a great place to start.
📆 📧 SDR 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: Inbound and Outbound SDR Teams (SMB through Enterprise)
Subject(s): Individual Sellers (and potentially a team average)
Suggested Metrics: Opportunities Created, Accounts Touched, New Accounts Touched, Emails Sent, Calls, Email Engagement Rate, Conversion: Account Touched to Accepted Opp, Pipeline Created, Bookings Sourced
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opportunities Created | All SDRs on Team | This Month | None | Screenshot |
| Opportunities Created | All SDRs on Team | This Quarter | None | Screenshot |
| Accounts Touched | All SDRs on Team | Last Week | None | Screenshot |
| Accounts Touched | All SDRs on Team | Trailing 30 Days | None | Screenshot |
| Accounts Touched | All SDRs on Team | Trailing 90 Days | Week | Screenshot |
| New Accounts Touched | All SDRs on Team | Last Week | None | Screenshot |
| New Accounts Touched | All SDRs on Team | Trailing 30 Days | None | Screenshot |
| New Accounts Touched | All SDRs on Team | Trailing 90 Days | Week | Screenshot |
| Emails Sent | All SDRs on Team | Trailing 90 Days | Week | Screenshot |
| Calls | All SDRs on Team | Trailing 90 Days | Week | Screenshot |
| Email Engagement Rate | All SDRs on Team | Trailing 30 Days | None | Screenshot |
| Conversion: Account Touched to Accepted Opp | All SDRs on Team | Trailing 30 Days | None | Screenshot |
| Pipeline Created | All SDRs on Team | Trailing 90 Days | None | Screenshot |
| Bookings Sourced | All SDRs on Team | Trailing 6 Months | None | Screenshot |
Broadcast Audience: SDR Managers and SDRs (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
📆 📧 SDR 1:1 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 SDR 1:1s.
Roles & Segments: Inbound and Outbound SDRs, SMB through Enterprise
Suggested Metrics: Accounts Touched, Email Engagement Rate, New Contacts Touched, Opps Created
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Accounts Touched | Weekly - Monthly | Consider Contacts Touched or Contacts Touched per Account, as well |
| Email Engagement Rate | Weekly - Monthly | N/A |
| New Contacts Touched | Weekly - Monthly | N/A |
| Opps Created | Monthly - Quarterly | N/A |
📆 📧 SDR 1:1 Alert Feed
Read more about alerts in Atrium here.
View Type: Alert Feed
Roles & Segments: Inbound and Outbound SDR Teams
Suggested Metrics: Opportunities Created, Accounts Touched, New Accounts Touched, Emails Sent, New Contacts Touched
Subject(s): Entire SDR 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: SDR Managers
Broadcast Cadence: Weekly on Monday Mornings
Example Screenshot(s): LINK
View Example Screenshots
📆 📧 SDR 1:1 Dashboard
[LINK]
📆 📧 SDR 1:1 Goals
[LINK]
📆 📧 SDR 1:1 Alert Feed
[LINK]
