--- title: "Playbook: SDR Core Metrics" slug: "atrium-playbook-sdr-core-metrics" updated: 2026-02-04T22:55:02Z published: 2026-02-11T04:48:13Z canonical: "support.fullcast.com/atrium-playbook-sdr-core-metrics" --- > ## Documentation Index > Fetch the complete documentation index at: https://support.fullcast.com/llms.txt > Use this file to discover all available pages before exploring further. # Playbook: SDR Core Metrics **A playbook on monitoring, managing, and improving the key selling inputs and outputs of SDRs** *[More Atrium playbooks here](/performance/docs/atrium-playbook-index)* ## [![zendesk_support_cta_v4.gif](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/360024324972_1769318083809.gif?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D)](https://bit.ly/3LNpJqD) - - - - - - - - - - - - - [πŸ“ˆ 🎣 🐣](https://docs.google.com/document/d/10v-7DNu2iWQppUmV1J9nbPz_pznZCeqQmVT7766LErk/edit#heading=h.w6bszzep6dvz) [SDR Team - πŸ“† Last Week Outcomes / Month In Progress](/performance/docs/atrium-playbook-sdr-core-metrics#h_01G1SVJTFNF8P32NBXT6NSQS3C) - - - ## Overview ![Image_4-26-2022_at_4.13_PM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317996359.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) *Want help deploying one of these playbooks? [Contact your CSM here](mailto:customer-success@atriumhq.com).* High-quality SDR management leads to high-quality pipeline. Without strong, well-qualified pipeline, sales organizations are nipping their potential bookings success in the bud. Pipeline is only as strong as the people, processes, and management of the teams who create it. As a modern sales org’s pipeline engine, SDRs’ activity and efficiency metrics are the leading indicators that result in PG or lack thereof. Instrumenting the inputs and outputs of the SDR team ensures that managers can create, manage, and motivate data-driven strategies that sharpen the tip of the sales-funnel spear. To help managers achieve this level of data-driven sales development excellence, this playbook outlines the most-used core KPIs, remixed into views, and distributed to relevant internal stakeholders across SDR operational cadences to uplevel team performance and subsequent pipeline generation. ## Roles - Sales Development Representatives (Outbound and Inbound, SMB through Enterprise) ## Suggested Metrics | Role & Segment(s) | 🟒 Basic | β¬₯β¬₯ Advanced | | --- | --- | --- | | Inbound SDR | Opportunities Created, Emails, Calls, Accounts Touched, Contacts Touched | Email Engagement Rate, Activity Per Opp Created, Conversion: Acct Touched to Accepted Opp, Win Rate on Opps Sourced, New Accounts Touched, New Contacts Touched | | Outbound SDR | Opportunities Created, Emails, Calls, Accounts Touched, Contacts Touched | Email Engagement Rate, Activity Per Opp Created, Conversion: Acct Touched to Accepted Opp, Win Rate on Opps Sourced, New Accounts Touched, New Contacts Touched | ## Suggested Views These are a few suggested views to help monitor, manage, and improve relevant metrics for your reps and teams. The best practice is to group them together in a [folder](/performance/docs/saved-view-folders-foldering-dashboards-alert-feeds-opp-health-views-and-more). If you’d like to get amazing at innovating your own Atrium views, these guides on [Dashboards](/performance/docs/how-to-be-amazing-at-atrium-dashboards), [Alert Feeds](/performance/docs/how-to-be-amazing-at-atrium-alert-feeds), [Opp Health Views](/performance/docs/opportunities-views-pages-and-opportunity-sales-coach-formerly-opportunity-health), and [Goals](/performance/docs/set-and-edit-goals-in-atrium) are a great place to start. ## πŸ“ˆ πŸ’° πŸ₯“ πŸ₯–SDR Team - Last Month Outcomes *Read more about [Dashboards in Atrium here](/performance/docs/how-to-be-amazing-at-atrium-dashboards).* ![Image_4-26-2022_at_11.08_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317996765.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) Screenshot: [https://share.getcloudapp.com/Z4u7E1z4](https://share.getcloudapp.com/Z4u7E1z4) *View Type*: Dashboard *View Description*: A dashboard with a combination of leading and lagging indicators, showing outcomes from last month. *Roles & Segments:* Sales Development Representatives, Inbound & Outbound, SMB through Enterprise *Subject(s):* Individual SDRs on the team *Suggested Metrics:* [Opps Created](/performance/docs/opportunities-created), [New Contacts Touched](/performance/docs/new-contacts-people-touched), [Emails Sent](/performance/docs/emails-sent), [Email Engagement Rate](/performance/docs/email-engagement-rate-email-responsiveness-rate), [Accounts Touched](/performance/docs/accounts-companies-touched), [Contacts Touched](/performance/docs/contacts-people-touched), [Activity Per Opp Created](/performance/docs/activities-per-opp-created), [Conversion: Acct Touched to Accepted Opp](/performance/docs/conversion-account-company-touched-to-accepted-opp), [Win Rate on Sourced Opps](/performance/docs/win-rate-on-opps-sourced) | πŸ“Š Metric, Filters, Splits | πŸ‘« Subject(s) | πŸ“… Time Interval | πŸ“… Time Grouping | πŸ“Έ Screenshot | | --- | --- | --- | --- | --- | | Opps Created | All SDRs | Last Month | None | Screenshot | | New Contacts Touched | All SDRs | Last Month | None | Screenshot | | Emails Sent | All SDRs | Last Month | None | Screenshot | | Email Engagement Rate | All SDRs | Last Month | None | Screenshot | | Accounts Touched | All SDRs | Last Month | None | Screenshot | | Contacts Touched | All SDRs | Last Month | None | Screenshot | | Opps Created | All SDRs | Trailing 90 | None | Screenshot | | Activity Per Opp Created | All SDRs | Last Month | None | Screenshot | | Conversion: Acct Touched to Accepted Opp | All SDRs | Last Month | None | Screenshot | | Win Rate on Sourced Opps | All SDRs | Last Month | None | Screenshot | *Broadcast Audience:* SDR Team List Serve, SDR Team Slack Channel [(Screenshot)](https://share.getcloudapp.com/JruOYXw6) *Broadcast Cadence:* Monthly, on the 4th day of the month *Example Screenshot(s):* [Link to full dashboard screenshot](https://share.getcloudapp.com/jkuvjjEE) ## πŸ“†πŸ“ˆ 🎣 🐣SDR Team - Last Week Outcomes / Month In Progress *Read more about [Dashboards in Atrium here](/performance/docs/how-to-be-amazing-at-atrium-dashboards).* ![Image_4-26-2022_at_11.40_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317997301.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) Screenshot: [https://share.getcloudapp.com/d5u9Q99O](https://share.getcloudapp.com/d5u9Q99O) *View Type*: Dashboard *View Description*: A dashboard with a combination of leading and lagging indicators, showing outcomes from last week and progress against the current month’s goals. *Roles & Segments:* Sales Development Representatives, Inbound & Outbound, SMB through Enterprise *Subject(s):* Individual SDRs on the team *Suggested Metrics:* [Opps Created](/performance/docs/opportunities-created), [New Contacts Touched](/performance/docs/new-contacts-people-touched), [Contacts Touched](/performance/docs/contacts-people-touched), [Emails Sent](/performance/docs/emails-sent), [Email Engagement Rate](/performance/docs/email-engagement-rate-email-responsiveness-rate), [Accounts Touched](/performance/docs/accounts-companies-touched) | πŸ“Š Metric, Filters, Splits | πŸ‘« Subject(s) | πŸ“… Time Interval | πŸ“… Time Grouping | πŸ“Έ Screenshot | | --- | --- | --- | --- | --- | | Opps Created | ALL SDRs | Last Week | None | Screenshot | | Opps Created | ALL SDRs | This Month | None | Screenshot | | New Contacts Touched | ALL SDRs | Last Week | None | Screenshot | | New Contacts Touched | ALL SDRs | This Month | None | Screenshot | | Contacts Touched | ALL SDRs | Last Week | None | Screenshot | | Contacts Touched | ALL SDRs | This Month | None | Screenshot | | Emails Sent | ALL SDRs | Last Week | None | Screenshot | | Emails Sent | ALL SDRs | This Month | None | Screenshot | | Email Engagement Rate | ALL SDRs | Last Week | None | Screenshot | | Email Engagement Rate | ALL SDRs | This Year | By Month | Screenshot | | Accounts Touched | ALL SDRs | Last Week | None | Screenshot | | Accounts Touched | ALL SDRs | This Month | None | Screenshot | *Broadcast Audience:* SDR Team List Serve, SDR Team Slack Channel [(Screenshot)](https://share.getcloudapp.com/KouA5Ld2) *Broadcast Cadence:* Weekly, on Monday Mornings *Example Screenshot(s):* [Link to full dashboard screenshot](https://share.getcloudapp.com/yAuKg1XN) ## β˜€οΈ 🍳 SDR Team - Rise & Shine Dash *Read more about [Dashboards in Atrium here](/performance/docs/how-to-be-amazing-at-atrium-dashboards).* ![Image_4-26-2022_at_11.54_AM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317997817.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) Screenshot: [https://share.getcloudapp.com/5zuLRrpN](https://share.getcloudapp.com/5zuLRrpN) *View Type*: Dashboard *View Description*: A dashboard with a combination of leading and lagging indicators, showing outcomes from last week and progress against the current month’s goals. *Roles & Segments:* Sales Development Representatives, Inbound & Outbound, SMB through Enterprise *Subject(s):* Individual SDRs on the team *Suggested Metrics:* [Opps Created](/performance/docs/opportunities-created), [New Contacts Touched](/performance/docs/new-contacts-people-touched), [Emails Sent](/performance/docs/emails-sent), [Email Engagement Rate](/performance/docs/email-engagement-rate-email-responsiveness-rate), [Calls](/performance/docs/calls), [Accounts Touched](/performance/docs/accounts-companies-touched), [Emails Sent](/performance/docs/emails-sent), [Calls](/performance/docs/calls) | πŸ“Š Metric, Filters, Splits | πŸ‘« Subject(s) | πŸ“… Time Interval | πŸ“… Time Grouping | πŸ“Έ Screenshot | | --- | --- | --- | --- | --- | | Opps Created | ALL SDRs | Yesterday | None | Screenshot | | Opps Created | ALL SDRs | This Week | None | Screenshot | | New Contacts Touched | ALL SDRs | Yesterday | None | Screenshot | | New Contacts Touched | ALL SDRs | This Week | None | Screenshot | | Emails Sent | ALL SDRs | Yesterday | None | Screenshot | | Emails Sent | ALL SDRs | This Week | None | Screenshot | | Email Engagement Rate | ALL SDRs | This Week | None | Screenshot | | Calls | ALL SDRs | Yesterday | None | Screenshot | | Calls | ALL SDRs | This Week | None | Screenshot | | Accounts Touched | ALL SDRs | Yesterday | None | Screenshot | | Accounts Touched | ALL SDRs | This Week | None | Screenshot | | Emails Sent | ALL SDRs | Trailing 30 Days | By Week | Screenshot | | Emails Sent | ALL SDRs | Trailing 90 Days | By Month | Screenshot | | Calls | ALL SDRs | Trailing 30 Days | By Week | Screenshot | | Calls | ALL SDRs | Trailing 90 Days | By Month | Screenshot | | Accounts Touched | ALL SDRs | Trailing 30 Days | By Week | Screenshot | | Contacts Touched | ALL SDRs | Trailing 30 Days | By Week | Screenshot | | Opps Created | ALL SDRs | Trailing 30 Days | By Week | Screenshot | | Opps Created | ALL SDRs | Trailing 6 Months | By Month | Screenshot | *Broadcast Audience:* SDR Team List Serve, SDR Team Slack Channel [(Screenshot)](https://share.getcloudapp.com/d5u9kz9d) *Broadcast Cadence:* Daily, at 9am *Example Screenshot(s):* [Link to full dashboard screenshot](https://share.getcloudapp.com/eDu5bEBR) ## 🐣 πŸ’° 🎯 SDR Team - Week In Progress / Month In Progress *Read more about [Dashboards in Atrium here](/performance/docs/how-to-be-amazing-at-atrium-dashboards).* ![Image_4-26-2022_at_2.07_PM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317998279.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) Screenshot: [https://share.getcloudapp.com/QwuLyBYd](https://share.getcloudapp.com/QwuLyBYd) *View Type*: Dashboard *View Description*: A dashboard with a combination of leading and lagging indicators, showing progress against the current week’s and month’s goals. *Roles & Segments:* Sales Development Representatives, Inbound & Outbound, SMB through Enterprise *Subject(s):* Individual SDRs on the team *Suggested Metrics:* [Opps Created](/performance/docs/opportunities-created), [New Contacts Touched](/performance/docs/new-contacts-people-touched), [Emails Sent](/performance/docs/emails-sent), [Email Engagement Rate](/performance/docs/email-engagement-rate-email-responsiveness-rate), [Accounts Touched](/performance/docs/accounts-companies-touched), [Contacts Touched](/performance/docs/contacts-people-touched) | πŸ“Š Metric, Filters, Splits | πŸ‘« Subject(s) | πŸ“… Time Interval | πŸ“… Time Grouping | πŸ“Έ Screenshot | | --- | --- | --- | --- | --- | | Opps Created | ALL SDRs | This Week | None | Screenshot | | Opps Created | ALL SDRs | This Year | By Week | Screenshot | | Opps Created | ALL SDRs | This Month | None | Screenshot | | Opps Created | ALL SDRs | This Year | By Month | Screenshot | | New Contacts Touched | ALL SDRs | This Week | None | Screenshot | | New Contacts Touched | ALL SDRs | This Month | None | Screenshot | | Emails Sent | ALL SDRs | This Week | None | Screenshot | | Email Engagement Rate | ALL SDRs | Last Week | None | Screenshot | | Accounts Touched | ALL SDRs | This Week | None | Screenshot | | Accounts Touched | ALL SDRs | This Month | None | Screenshot | | Contacts Touched | ALL SDRs | This Week | None | Screenshot | | Contacts Touched | ALL SDRs | This Month | None | Screenshot | *Broadcast Audience:* SDR Team List Serve, SDR Team Slack Channel [(Screenshot)](https://share.getcloudapp.com/Wnuy9wWR) *Broadcast Cadence:* Twice weekly, at 10am on Wednesday + Friday *Example Screenshot(s):* [Link to full dashboard screenshot](https://share.getcloudapp.com/geumDB8j) ## 🚨SDR Team Warning Alert Feed *Read more about [Alert Feeds in Atrium here](/performance/docs/how-to-be-amazing-at-atrium-alert-feeds).* ![Image_4-26-2022_at_2.40_PM.jpg](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317998899.jpg?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) Screenshot: [https://share.getcloudapp.com/bLuKNQmN](https://share.getcloudapp.com/bLuKNQmN) *View Type*: Alert Feed *View Description*: Things to be aware of on the SDR team. Broadcast to leadership only. *Roles & Segments:* Sales Development Representatives, Inbound & Outbound, SMB through Enterprise *Subject(s):* All SDRs *Suggested Metrics:* [Bookings](/performance/docs/bookings), [Opportunities Created](/performance/docs/opportunities-created), [New Contacts Touched](/performance/docs/new-contacts-people-touched), [Contacts Touched](/performance/docs/contacts-people-touched), [New Accounts Touched](/performance/docs/new-accounts-companies-touched) *Alert Categories*: Personal alerts, Peer alerts, goal alerts, ramping peer alert, ramping goal alerts, strategy insight (can be adjusted in left bar, β€œFilters” tab) ([Screenshot](https://share.getcloudapp.com/7KuQwnq6)) *Alert Type(s):* [Warning Alerts](https://share.getcloudapp.com/eDu5BYm7) *Broadcast Audience:* Leadership List Serve, Leadership Slack Channel [(Screenshot)](https://share.getcloudapp.com/E0ugBPyD) *Broadcast Cadence:* Twice Weekly, at 9am on Monday and Friday *Example Screenshot(s):* [Link to full page alert feed view](https://share.getcloudapp.com/v1ugGGY0) ## View Example Screenshots ## πŸ“ˆ πŸ’° πŸ₯“ πŸ₯– SDR Team - Last Month Outcomes [Full Dashboard Screenshot:](https://share.getcloudapp.com/QwuLyLxv) ![SDR_Last_Month_Outcomes_Full_Page_Dashboard_View__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317999270.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) ## πŸ“ˆ 🎣 🐣SDR Team - πŸ“† Last Week Outcomes / Month In Progress [Full Dashboard Screenshot:](https://share.getcloudapp.com/yAuKg1XN) ![SDR_Last_Week_Month_in_Progress_Full_Page_Dashboard_View_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769317999918.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) ## β˜€οΈ 🍳 SDR Team - Rise & Shine Dash [Link to full dashboard screenshot:](https://share.getcloudapp.com/eDu5bEBR) ![SDR_Rise_and_Shine_Full_Page_Dashboard_View__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769318000457.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) ## 🐣 πŸ’° 🎯 SDR Team - Week In Progress / Month In Progress [Link to Full Dashboard Screenshot:](https://share.getcloudapp.com/geumDB8j) ![SDR_Team_WeekMonth_In_Progress_Full_Dashboard_View.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769318000901.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D) ## 🚨SDR Team Warning Alert Feed [Link to Full Alert Feed Screenshot:](https://share.getcloudapp.com/v1ugGGY0) ![SDR_Alerts_Full_Page_View__1_.png](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/5876529897741_1769318001339.png?sv=2026-02-06&spr=https&st=2026-11-14T03%3A11%3A51Z&se=2026-11-14T04%3A11%3A51Z&sr=c&sp=r&sig=FanrKnJ4KQ05raX%2FVFQbCDtbIvu7yDBo5GCA9%2BTD%2Bsk%3D)