How to use Atrium for basic forecasting
Overview
Want help deploying one of these playbooks? Contact your CSM here.
“Where are we going to land?” “Are we going to make our number?” These are the questions that loom largest in the minds of organizational leaders and managers alike.
Forecasting is what helps answer these questions.
By digging deeper into future pipeline, pipeline change, and historical conversions and win rates of the sales team, we can gain a visual of what the bookings will look like in the future.
Atrium can help managers and sales ops leaders paint a visual of trends, pipeline changes, and upcoming bookings to aid in the financial modeling and forecasting needed for growing organizations.
Roles
- CRO / VP Sales
- VP/Director of Finance
- Sales Operations
- Sales Managers
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| CRO, VP/Director of Finance | Opportunities Owned, New Opportunities Owned, Pipeline Change, Pipeline by Close Date, Weighted Pipeline, Bookings, Wins | Weighted Pipeline by Historical Win Rates, Pipeline at Stages Reached |
| Sales Operations, Sales Manager | Pipeline by Close Date, Weighted Pipeline, Pipeline Owned | Weighted Pipeline by Historical Win Rates, New Opportunities Owned, Pipeline Change |
Suggested Views
These are a few suggested views to help monitor, manage, and improve forecasting 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.
🔮 🔭 Forecasting Dashboard - AE Team
Read more about Dashboards in Atrium here.
View Type: Dashboard
Roles & Segments: Account Executives, Account Managers, Customer Success
Subject(s): Individual Sellers and Team Totals
Suggested Metrics: Pipeline Change, Bookings, Weighted Pipeline by Historical Win Rates, SFDC Weighted Pipeline, Pipeline by Close Date, New Opportunities Owned
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Pipeline Change | Sales Team Total | This Month | None | Screenshot |
| Pipeline Change | Sales Team Total | This Quarter | None | Screenshot |
| Bookings (Filtered to New Business and Expansion Opps Only) | AE Team Total | Trailing 12 Months | Month | Screenshot |
| Bookings (Filtered to New Business and Expansion Opps Only) | Sales Team Total | Trailing 12 Months | Quarter | Screenshot |
| Weighted Pipeline by Historical Win Rates | Sales Team Total | This Year | Quarter | Screenshot |
| Weighted Pipeline by Historical Win Rates | Sales Team Total | This Year | Month | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to include Closed Won) | Sales Team Total | This Year | Quarter | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to include Closed Won) | Sales Team Total | This Year | Month | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | AE Team Total | Forward 6 Months | Month | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | AE Team Total | Forward 12 Months | Quarter | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | All AEs | Forward 6 Months | Month | Screenshot |
| Pipeline by Close Date(Filtered to New Business and Expansion Opps Only) | AE Team Total | Forward 6 Months | Month | Screenshot |
| Weighted Pipeline by Historical Win Rates(Filtered to New Business and Expansion Opps Only) | All AEs | This Month | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Filtered to New Business and Expansion Opps Only) | All AEs | This Quarter | None | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | All AEs | This Month | None | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | All AEs | This Quarter | None | Screenshot |
| Pipeline by Close Date(Filtered to New Business and Expansion Opps Only) | All AEs | This Month | None | Screenshot |
| Pipeline by Close Date(Filtered to New Business and Expansion Opps Only) | All AEs | This Quarter | None | Screenshot |
| Weighted Pipeline by SFDC Stage Probability (Filtered to New Business and Expansion Opps Only) | All AEs | This Month | None | Screenshot |
| Weighted Pipeline by SFDC Stage Probability(Filtered to New Business and Expansion Opps Only) | All AEs | This Quarter | None | Screenshot |
| Pipeline by Close Date(Filtered to New Business and Expansion Opps Only) | All AEs | Forward 90 Days | None | Screenshot |
| Weighted Pipeline by SFDC Stage Probability | All AEs | Forward 90 Days | None | Screenshot |
| Pipeline by Close Date(Filtered to New Business Opportunities Only) | AE Team Total | Forward 90 Days | Month | Screenshot |
| Weighted Pipeline by SFDC Stage Probability | AE Team Total | Forward 90 Days | Month | Screenshot |
| New Opportunities Owned(Filtered to New Business Opportunities Only) | AE Team Total | This Year | Month | Screenshot |
| Pipeline by Close Date(Filtered to New Business Opportunities Only) | AE Team Total | Forward 12 Months | Quarter | Screenshot |
Broadcast Audience: AE Managers, Second Level Sales Managers (Screenshot)
Broadcast Cadence: Weekly on Monday mornings
Other Distribution: Slack to the AE-Team channel on Monday mornings
Example Screenshot(s): LINK
🔮 🔭 Forecasting Dashboard - Per Rep
Read more about Dashboards in Atrium here.
View Type: Dashboard
Roles & Segments: Account Executives, Account Managers, Customer Success
Subject(s): Individual Sellers
Suggested Metrics: Weighted Pipeline by Historical Win Rates, SFDC Weighted Pipeline, Pipeline by Close Date, New Opportunities Owned, Pipeline Owned
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Pipeline by Close Date (Split by Forecast Category) | AEs | Forward 90 Days | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Forecast Category) | AEs | Forward 90 Days | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Opp Stage - Bucketed) | AEs | This Quarter | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Opp Stage - Bucketed) | AEs | This Month | None | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Opp Stage - Bucketed) | AE Team Total | Forward 6 Months | Month | Screenshot |
| Weighted Pipeline by Historical Win Rates (Split by Opp Health) | AE Team Total | Forward 12 Months | Quarter | Screenshot |
| Pipeline by Close Date (Split by Opp Health) | AE Team Total | Forward 6 Months | Month | Screenshot |
| Pipeline by Close Date (Split by Forecast Category) | AEs | Forward 90 Days | None | Screenshot |
| Pipeline by Close Date (Split by Opp Stage - Bucketed) | AEs | This Quarter | None | Screenshot |
| Pipeline by Close Date (Split by Opp Stage - Bucketed) | AEs | This Month | None | Screenshot |
| Weighted Pipeline by Historical Win Rates(Split by Opp Stage - Bucketed) | AE Team Total | This Year | Month | Screenshot |
| Weighted Pipeline by Historical Win Rates(Split by Opp Stage - Bucketed) | AE Team Total | This Year | Quarter | Screenshot |
Broadcast Audience: AE Managers, Second Level Sales Managers (Screenshot)
Broadcast Cadence: Weekly on Monday mornings
Other Distribution: Slack to the AE-Team channel on Monday mornings
Example Screenshot(s): LINK
🔮 🔭 Forecasting Goals
Read more about goals in Atrium here.
View Type: Goal Set
Roles & Segments: Inside and Outside Sales, SMB to Enterprise
Suggested Metrics: Opps Owned, Bookings, Stage Reached - Opp Owned By, Opps Advanced, New Opps Owned, New Pipeline Owned, Conversion: Win Rate from Stage, Win Rate
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Opps Owned (filtered to opp stage bucketed = down funnel) | Weekly | |
| Bookings | Monthly | This can be used to track per rep closed won bookings, team averages, and team totals |
| Opps Owned | Monthly | |
| Stage Reached - Opp Owned By (Stage = Proposal) | Monthly | |
| Opps Advanced | Monthly | |
| New Opps Owned | Quarterly | |
| New Pipeline Owned | Quarterly | |
| Conversion: Win Rate from Stage (Stage = Demo) | Quarterly | |
| Conversion: Win Rate from Stage (Stage = Proposal) | Quarterly | |
| Win Rate | Quarterly |
Example Screenshot(s): LINK
🔮 🔭 AE Forecasting Alerts
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: AE forecasting alerts
Roles & Segments: Inside and Outside Sales, SMB through Enterprise
Subject(s): Account Executives
Suggested Metrics: Average Selling Price, New Opportunities Owned, Pipeline at Stage Reached - Opp Owned By, Pipeline at Stage Reached - Opp Sourced By, Pipeline by Close Date, Pipeline Owned, Weighted Pipeline by Historical Win Rates, Weighted Pipeline by SFDC Stage Probability
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts
Alert Type(s): Positive Alerts, Warning Alerts, Neutral Alerts
Broadcast Audience: Second Level Sales Managers, AE Managers
Broadcast Cadence: Weekly on Monday Mornings
Other Distribution: Slack to AE Team Channel on Monday Mornings
Example Screenshot(s): LINK
🏁 Contracts Out
Read more about opportunity health in Atrium here.
View Type: Opp Health View
View Description: A view of all the opportunities with contracts sent - new business and existing business.
Roles & Segments: AEs, SMB through Enterprise
Subject(s): All AEs
Filters: Opp Stage (Individual) = Contracts Out; Opp Type (Bucketed) = New Business, Existing Business
Broadcast Audience: AE Managers and Second Level Managers (screenshot)
Broadcast Cadence: Friday mornings. Set time to review contracts pending before the weekend
Other Distribution: Some customers also send this to the AEs prior to pipe reviews.
Example Screenshot(s): LINK
🥖💰 🥓 Down-Funnel Opps - Contract Out, Proposal, Paper Process
Read more about opportunity health in Atrium here.
View Type: Opp Health View
View Description: Deals Closing This Month and Next in Contract or Proposal
Roles & Segments: AEs, SMB through Enterprise
Subject(s): All AEs
Filters: Close Date = This Month, Next Month; Opp Stage (Individual) = Contract Sent, Proposal; Opp Type (Bucketed) = New Business, Existing Business
Broadcast Audience: AE Managers and Second Level Managers (screenshot)
Broadcast Cadence: Weekly on Monday mornings to AE managers, second level managers, and finance managers who are invested in down funnel opportunities
Other Distribution: Weekly to AEs and AE managers - the day before pipeline review meetings
Example Screenshot(s): LINK
View Example Screenshots
🔮 🔭 Forecasting Dashboard
🔮 🔭 Forecasting Dashboard - Per Rep
🔮 🔭 Forecasting Goals
🔮 🔭 AE Forecasting Alerts
🏁 Contracts Out (Opp Health View)
🥖💰 🥓 Down-Funnel Opps - Contract Out, Proposal, Paper Process