A set of views to monitor activity metrics that lead to pipeline generated by SDR teams.
Overview
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In a modern sales organization, the role of the SDR is to qualify leads into prospects and fill the top of the funnel for AEs to begin the sales motion. To generate a robust pipeline, it is of vital importance to maintain elevated activity levels, or better said, HUSTLE to generate a strong pipeline.
Instrumentation of activity metrics that tie out to successful outcomes, in the form of meetings or opportunities created, allow SDR managers to identify areas of focus to boost productivity.
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Roles
- Outbound SDRs - SMB through Enterprise
- Inbound SDRs - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Outbound SDR | Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched | Email Engagement Rate, Contacts Touched Per Account, Activity Points |
| Inbound SDR | Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched | Email Engagement Rate, Contacts Touched Per Account, Activity Points |
Suggested Views
These are a few suggested views to help monitor, manage, and improve SDR Hustle Metrics 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.
☀️ 🍳 SDR Rise & Shine Dash
Read more about Dashboards in Atrium here.
View Type: Dashboard
View Description: A dashboard focused on key hustle metrics from the day before and progress for the week, delivered every morning to help a team keep their tempo up throughout the week.
Roles & Segments: Inbound & Outbound SDRs
Subject(s): Individual SDRs
Suggested Metrics: Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched, Email Engagement Rate, Contacts Touched Per Account, Activity Points
| 📊 Metric, Filters, Splits | 👫 Subject(s) | 📅 Time Interval | 📅 Time Grouping | 📸 Screenshot |
|---|---|---|---|---|
| Opportunities Created | All SDRs on team | Yesterday, This Week, Trailing 30 Days | Totaled, Leaderboard, Weekly | Screenshot |
| Meetings Created | All SDRs on team | Yesterday, This Week, Trailing 30 Days | Totaled, Leaderboard, Weekly | Screenshot |
| Emails Sent | All SDRs on team | Yesterday, This Week, Trailing 30 Days, Trailing 90 Days | Totaled, Leaderboard, Weekly, Monthly | Screenshot |
| Calls | All SDRs on team | Yesterday, This Week, Trailing 30 Days, Trailing 90 Days | Totaled, Leaderboard, Weekly, Monthly | Screenshot |
| Accounts Touched | All SDRs on team | Yesterday, This Week, Trailing 30 Days | Totaled, Leaderboard, Weekly | Screenshot |
| Contacts Touched | All SDRs on team | Yesterday, This Week, Trailing 30 Days | Totaled, Leaderboard, Weekly | Screenshot |
| Email Engagement Rate | All SDRs on team | Yesterday, This Week | Totaled, Leaderboard | Screenshot |
| Contacts Touched Per Account | All SDRs on team | Yesterday, This Week | Totaled, Leaderboard | Screenshot |
| Activity Points | All SDRs on team | Yesterday, This Week, Trailing 30 Days | Totaled, Leaderboard, Weekly | Screenshot |
Broadcast Audience: SDR Team List Serve, SDR Team Slack Channel
Broadcast Cadence: Daily - Monday-Friday
Other Distribution: Hyperlink in SDR Team Meeting Agenda
Example Screenshot(s): link
☀️ 🍳 SDR Hustle Goals
Read more about goals in Atrium here.
View Type: Goal Set
Roles & Segments: Inbound/Outbound SDR Team
View Description: A set of goals for a core set of metrics related to SDR effort
Suggested Metrics: Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched, Contacts Touched Per Account
| 📊 Metrics & Filters | 📅 Time Interval | ❓Notes |
|---|---|---|
| Opportunities Created/Meetings Created | Weekly and Monthly | |
| Emails Sent | Weekly | |
| Calls | Weekly | |
| Accounts Touched | Weekly and Monthly | |
| Contacts Touched | Weekly | |
| Contacts Touched Per Account | Monthly | |
| Activity Points | Weekly |
🏃♀️ SDR Hustle Alerts
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: Alert feed composed of personal, peer, and goal alerts pursuant to SDR hustle metrics
Roles & Segments: Inbound/Outbound SDRs
Subject(s): All SDR team members and team-level alerts
Suggested Metrics: Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched, Contacts Touched Per Account
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights
Alert Type(s): Positive Alerts, Warning Alerts, Neutral Alerts
Broadcast Audience: SDR Team Email List Serve, SDR Team Slack Channel (Screenshot)
Broadcast Cadence: Daily after start of week - Tuesday - Saturday
Example Screenshot(s): link
🏃♀️ SDR Kudos Feed
View Type: Alert Feed
View Description: Alert feed composed of only positive personal, peer, and goal alerts pursuant to SDR hustle metrics
Roles & Segments: Inbound/Outbound SDRs
Subject(s): All SDR team members and team-level alerts
Suggested Metrics: Opportunities Created, Meetings Created, Emails Sent, Calls, Accounts Touched, Contacts Touched, Contacts Touched Per Account
Alert Categories: Personal Alerts, Peer Alerts, Goal Alerts, Ramping Peer Alerts, Ramping Goal Alerts, Strategy Insights
Alert Type(s): Positive Alerts
Broadcast Audience: SDR Team Email List Serve, SDR Team Slack Channel (Screenshot)
Broadcast Cadence: Weekly broadcast at the end of the week
Example Screenshot(s): link
View Example Screenshots
☀️ 🍳 SDR Rise & Shine Dash
🏃♀️ SDR Hustle Alerts
🏃♀️ SDR Kudos Feed
