All Atrium Metrics Catalog by Role, Goals, and Use Case
Card in Fullcast Performance: Gong Tracker Frequency
Overview
Percentage of Gong calls where the given tracker was mentioned. (Learn more about how Atrium Actions & Objects work to calculate metrics.)
Why It’s Important
Trackers allow the company to monitor key words and phrases that are mentioned during a prospecting call, ensuring that key topics are being covered and key qualification criteria are being discussed. Additionally, important Product changes or company promotions being mentioned allow the company to monitor if they are effective.
Who It’s Useful For
AEs and AMs and their managers.
Definition: For an individual, the percentage of Gong calls where any key words or phrases related to the selected tracker were mentioned on a call with a prospect.
What Data is Used
Call data from Gong.
Alerting
Alerting for this card is based on a trailing 30 day timeframe. If at any point a rep’s percentage average over the trailing 30 day period is significantly above or below the prior average, an alert will appear. Alerts will also show up if a rep’s trailing 30 day average monologue time is significantly above or below his or her peers.
Back of Card
The data on the back of this card shows, for each call logged through Gong, the call title as listed on the meeting, the call date, whether the selected tracker was mentioned, the rep's talk time, the total talk time of the call, and the call host.
How to Use It
This card has a number of applications based on the set of Trackers set up in Gong. Many organizations set up Trackers related to each of their key qualification criteria (e.g. BANT, MEDDIC, etc.) to ensure that qualification criteria are being discussed on calls. Organizations who have recently released a new product may set up a Tracker to monitor mentions of that product in potential cross-sell conversation. Trackers can also be used to understand the percent of deals where a competitor is present.
Important to Note
If you're having trouble getting Fullcast Performance data for some of your trackers, we've noticed that Trackers that include “/” characters in the name, Gong sometimes fails to send complete data to Fullcast Performance. Try removing any “/” characters from your Tracker names and this should resolve the issue!