A playbook on monitoring SDRs’ and AEs’ daily, weekly, and monthly activities to promote healthy intra-team competition.
Table of Contents
Overview
Want help deploying one of these playbooks? Contact your CSM here.
High-performing reps in modern sales organizations may be career sellers in SaaS or other industries, former pro or collegiate athletes, or simply honey badgers with a chip on their shoulder. They end up on top of the leaderboards, time and time again, because that’s where they love to be.
But closing the most business is only one measure of success. Those naturally high performers leave a blueprint of success in their upstream activity and pipeline metrics that managers should harness to bring new talent to the upper echelons of their team’s output.
Tracking and externalizing peer-to-peer performance for SDRs and AEs uplevels the whole team by showing ramping reps and motivated middle-of-the-pack performers exactly how the leaders are doing it while congratulating efforts and improvements in activity and efficiency – not just quota – along the way.
Roles
- Inbound SDRs - SMB through Enterprise
- Outbound SDRs - SMB through Enterprise
- Inside Sales - SMB through Enterprise
- Outside Sales - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Inbound and Outbound SDR | Emails Sent, Calls, Accounts Touched, Contacts Touched, Meetings Created, Opportunities Created, Pipe Created | Email Engagement Rate, Contacts Touched Per Account, Activity Points |
| Inside and Outside Sales | Meetings, Emails, Accounts Touched, Contacts Touched, Opp Stage Reached by Owner, Bookings | Wins, Win Rate, Activity Points |
Suggested Views
These are a few suggested views to help monitor daily, weekly, and monthly activity. 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.
🏃♂️🏅Daily SDR Hustle Leaderboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard focused on progress for the week with key activity metrics, delivered every morning to help a team keep their tempo up throughout the week.
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Subject(s): Individual SDRs on a team
Suggested Metrics: Emails Sent, Accounts Touched, Contacts Touched, Meetings Created, Opportunities Created, Pipe Created
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Emails Sent | All SDRs on team | This Week | Grouped by None | Screenshot |
| Accounts Touched | All SDRs on team | This Week | Grouped by None | Screenshot |
| Contacts Touched | All SDRs on team | This Week | Grouped by None | Screenshot |
| Meetings Created | All SDRs on team | This Week | Grouped by None | Screenshot |
| Opportunities Created | All SDRs on team | This Week | Grouped by None | Screenshot |
| Pipe Created | All SDRs on team | This Week | Grouped by None | Screenshot |
Broadcast Audience: SDR Team Email List Serve, SDR Team Slack Channel (Screenshot)
Broadcast Cadence: Daily
Other Distribution: Hyperlink in SDR Team Daily Standup Calendar Invite Agenda
Example Screenshot(s): Screenshot
🏃♂️🏅 SDR Last Week Hustle Recap
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard focused on results for the previous week’s key activity metrics, delivered Monday mornings to encourage reps to “up their game” this week to get to the top of the leaderboard! #gamification
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Subject(s): Individual SDRs on a team
Suggested Metrics: Emails Sent, Accounts Touched, Contacts Touched, Meetings Created, Opportunities Created, Pipe Created
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Emails Sent | All SDRs on team | Last Week | Grouped by None | Screenshot |
| Accounts Touched | All SDRs on team | Last Week | Grouped by None | Screenshot |
| Contacts Touched | All SDRs on team | Last Week | Grouped by None | Screenshot |
| Meetings Created | All SDRs on team | Last Week | Grouped by None | Screenshot |
| Opportunities Created | All SDRs on team | Last Week | Grouped by None | Screenshot |
| Pipe Created | All SDRs on team | Last Week | Grouped by None | Screenshot |
Broadcast Audience: SDR Team Email List Serve (Screenshot)
Broadcast Cadence: Monday mornings
Other Distribution: Hyperlink in SDR Weekly Team Meeting
Example Screenshot(s): Screenshot
🏃♂️🏅 SDR Last Month Hustle Recap
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard focused on results for the previous month’s key activity metrics, delivered the 1st Monday of the month to encourage reps to “up their game” this month to get to the top of the leaderboard! #gamification
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Subject(s): Individual SDRs on a team
Suggested Metrics: Emails Sent, Accounts Touched, Contacts Touched, Meetings Created, Opportunities Created, Pipe Created
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Emails Sent | All SDRs on team | Last Month | Grouped by None | Screenshot |
| Accounts Touched | All SDRs on team | Last Month | Grouped by None | Screenshot |
| Contacts Touched | All SDRs on team | Last Month | Grouped by None | Screenshot |
| Meetings Created | All SDRs on team | Last Month | Grouped by None | Screenshot |
| Opportunities Created | All SDRs on team | Last Month | Grouped by None | Screenshot |
| Pipe Created | All SDRs on team | Last Month | Grouped by None | Screenshot |
Broadcast Audience: SDR Team Email List Serve (Screenshot)
Broadcast Cadence: 1st Monday of each month
Other Distribution: Hyperlink in SDR Monthly Meeting
Example Screenshot(s): Screenshot
💸🏅Daily AE Hustle Leaderboard
Read more about Dashboards in Atrium here.
View Type: Dashboard
Roles & Segments: Inside and Outside Sales, SMB through Enterprise
View Description: A dashboard focused on progress for the week with key activity metrics, delivered every morning to help a team keep their tempo up throughout the week.
Suggested Metrics: Meetings, Emails, Accounts Touched, Contacts Touched, Opp Stage Reached by Owner, Bookings
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Meetings | All AEs on team | This Week | Grouped by None | Screenshot |
| Emails | All AEs on team | This Week | Grouped by None | Screenshot |
| Accounts Touched | All AEs on team | This Week | Grouped by None | Screenshot |
| Contacts Touched | All AEs on team | This Week | Grouped by None | Screenshot |
| Opp Stage Reached by Owner | All AEs on team | This Week | Grouped by None | Screenshot |
| Bookings | All AEs on team | This Week | Grouped by None | Screenshot |
Broadcast Audience: AE Team Email List Serve, AE Team Slack Channel (Screenshot)
Broadcast Cadence: Daily
Other Distribution: Hyperlink in AE Team Daily Standup
Example Screenshot(s): Screenshot
💸🏅 AE Last Week Hustle Recap
Read more about Dashboards in Atrium here.
View Type: Dashboard
Roles & Segments: Inside and Outside Sales, SMB through Enterprise
View Description: A dashboard focused on results from the previous week’s key activity metrics, delivered every Monday morning to encourage reps to “up their game” this week to get to the top of the leaderboard! #gamification
Suggested Metrics: Meetings, Emails, Accounts Touched, Contacts Touched, Opp Stage Reached by Owner, Bookings
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Meetings | All AEs on team | Last Week | Grouped by None | Screenshot |
| Emails | All AEs on team | Last Week | Grouped by None | Screenshot |
| Accounts Touched | All AEs on team | Last Week | Grouped by None | Screenshot |
| Contacts Touched | All AEs on team | Last Week | Grouped by None | Screenshot |
| Opp Stage Reached by Owner | All AEs on team | Last Week | Grouped by None | Screenshot |
| Bookings | All AEs on team | Last Week | Grouped by None | Screenshot |
Broadcast Audience: AE Team Email List Serve, (Screenshot)
Broadcast Cadence: Every Monday
Other Distribution: Hyperlink in AE Weekly Team Meeting
Example Screenshot(s): Screenshot
💸🏅 AE Last Month Hustle Recap
Read more about Dashboards in Atrium here.
View Type: Dashboard
Roles & Segments: Inside and Outside Sales, SMB through Enterprise
View Description: A dashboard focused on results from the previous month’s key activity metrics, delivered the 1st Monday of every month to encourage reps to “up their game” this month to get to the top of the leaderboard! #gamification
Suggested Metrics: Meetings, Emails, Accounts Touched, Contacts Touched, Opp Stage Reached by Owner, Bookings
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Meetings | All AEs on team | Last Month | Grouped by None | Screenshot |
| Emails | All AEs on team | Last Month | Grouped by None | Screenshot |
| Accounts Touched | All AEs on team | Last Month | Grouped by None | Screenshot |
| Contacts Touched | All AEs on team | Last Month | Grouped by None | Screenshot |
| Opp Stage Reached by Owner | All AEs on team | Last Month | Grouped by None | Screenshot |
| Bookings | All AEs on team | Last Month | Grouped by None | Screenshot |
Broadcast Audience: AE Team Email List Serve, (Screenshot)
Broadcast Cadence: 1st Monday of each month
Other Distribution: Hyperlink in AE Monthly Team Meeting
Example Screenshot(s): Screenshot
🎉 🥳 Weekly SDR Leaderboard Alerts
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: An alert feed with positive anomalies comparing SDRs to their peers to show who is excelling above others and deserving of kudos.
Roles & Segments: Inbound & Outbound SDRs, SMB through Enterprise
Subject(s): Entire SDR Team
Suggested Metrics: Emails Sent, Accounts Touched, Contacts Touched, Meetings Created, Opportunities Created, Pipe Created
Alert Categories: Peer Alerts
Alert Type(s): Positive Alerts
Broadcast Audience: SDRs and Managers
Broadcast Cadence: Weekly on Wednesday Mornings
Example Screenshot(s): Screenshot
🎉 🥳 Weekly AE Leaderboard Alerts
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: An alert feed composed of positive anomalies comparing AEs to their peers to show who is excelling above others and deserving of kudos.
Roles & Segments: Inside and Outside Sales, SMB through Enterprise
Subject(s): Entire AE Team
Suggested Metrics: Meetings, Emails, Accounts Touched, Contacts Touched, Opp Stage Reached by Owner, Bookings
Alert Categories: Peer Alerts
Alert Type(s): Positive Alerts
Broadcast Audience: AEs and Managers
Broadcast Cadence: Weekly on Wednesday Mornings
Example Screenshot(s): Screenshot
View Example Screenshots
🏃♂️🏅Daily SDR Hustle Leaderboard
🏃♂️🏅 SDR Last Week Hustle Recap
🏃♂️🏅 SDR Last Month Hustle Recap
💸🏅Daily AE Hustle Leaderboard
💸🏅 AE Last Week Hustle Recap
💸🏅 AE Last Month Hustle Recap
🎉 🥳 Weekly SDR Leaderboard Alerts