A playbook on monitoring struggling performance of SDRs to be able to course correct early on.
Overview
Want help deploying one of these playbooks? Contact your CSM here.
Equipping managers with warning insights on rep performance is critical to ensuring that struggling performance can be quickly identified and corrected before minor issues become big problems.
This playbook will show you the suggested alert feed to use in Atrium to keep a finger on the pulse of reps who are struggling to perform, investigate and identify root causes to performance issues, and coach effectively to insights rather than instinct.
Roles
- Outbound SDRs - SMB through Enterprise
- Inbound SDRs - SMB through Enterprise
Suggested Metrics
| Role & Segment(s) | 🟢 Basic | ⬥⬥ Advanced |
|---|---|---|
| Outbound SDRs andInbound SDRs - SMB through Enterprise | Accounts Touched, New Accounts Touched, Contacts Touched, New Contacts Touched, Meetings Created, Opportunities Created | Activity Points, Contacts Touched Per Account, Conversion: Account Touched to Accepted Opp |
Suggested Views
Below is a suggested view to gain awareness on struggling performance from your reps and team, in order to identify root causes and course correct through data-driven coaching. The best practice is to group it together with other relevant management views into 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 Team Warning Alert Feed
Read more about Alert Feeds in Atrium here.
View Type: Alert Feed
View Description: Important team and rep alerts for SDR team. Relevant for first level managers.
Roles & Segments: Outbound SDRs and Inbound SDRs - SMB through Enterprise
Subject(s): All SDR’s
Suggested Metrics: Accounts Touched, New Accounts Touched, Contacts Touched, New Contacts Touched, Meetings Created, Opportunities Created
Alert Categories: Personal alerts. Peer alerts. Goal alerts. Ramping peer alerts. Ramping goal alerts. Strategy Insights
Alert Type(s): Warning Alerts
Broadcast Audience: First level managers Listserv, First level managers Slack Channel
Broadcast Cadence: Weekly on Thursday mornings
Example Screenshot(s): screenshot
View Example Screenshots
⚠️ SDR Team Warning Alert Feed
