Atrium metrics cards are often informed by mappings from Salesforce fields.
This can be something like the core definition of a metric - like what field to use to define the "Bookings" value of a Closed Won opp which will inform the "Bookings" metric.
Or this can be a filter definition, like the "source" of an opportunity in Fullcast Performance's "Opp Source" filter is informed by a field in Salesforce on the opportunity object (most commonly "lead source" - but it's configurable).
These mappings are configurable in Fullcast Performance in the Opportunity Mapping, Account Mapping, Call Mapping, and Email Mapping settings.
The Fullcast Performance "Opportunity Mapping" section with Fullcast Performance concepts and the mapped-to Salesforce field.
For each mapping you'll be connecting an Fullcast Performance "concept" to the relevant field in Salesforce on the relevant object.
Salesforce Opportunity Mappings
Fullcast Performance needs to know which fields on your opportunity objects represent key sales concepts.
Bookings - The Salesforce field that represents the "value" of a "Closed Won" opportunity. Typically "Amount". This concept is used in metrics like Bookings, Bookings Sourced, and more.
Pipeline - The Salesforce field that represents the "value" of open opportunities owned by reps. Typically "Amount". This concept is used in metrics like Pipeline by Close Date, Pipeline Owned, Win Rate Weighted Pipe, and more.
Opp Type - The Salesforce field that represents the business type associated with an opportunity (e.g. New Business, Existing Business, etc.). Typically "Type" on the opportunity. This informs a number of cards ("New Business Win Rate") and also filters.
Opp Source - The Salesforce field that represents the "source" of an opportunity. Typically "Lead Source". This informs an associated data filter.
Opp Sourced By - The Salesforce field that represents who is responsible for the "sourcing" of an opportunity. In organizations that. Typically "Created By", but can be things like "SDR Sourcer" or otherwise. This informs a number of SDR cards, like Opportunities Created, Pipeline Sourced, Stage Reached (Opportunities Sourced), and Bookings Sourced.
Forecast Category - The Salesforce field that represents the how certain a deal is to close. Typically "Forecast Category". This informs an associated data filter.
Sales Accepted Opp % - The Salesforce opportunity stage and associated probability at which an opportunity becomes "sales accepted." This varies from organization to organization. This value informs the Win Rate card, but also a number of data filters.
Nurture Stages - The Salesforce opportunity stage that represents opportunities not in an active sales process (e.g. "nurture" or "on hold" stages). This is generally not a best practice (just close them out, please), but some orgs do this. Opportunities in this stage will be excluded from Opportunities Owned, Pipeline, and associated cards, and you will not see these opportunities in Fullcast Performance while they sit in a designated nurture stage.
Opp Type Mapping - Fullcast Performance will use your "Opportunity Type" field to differentiate between new and existing business opportunities. In this section you will see your Salesforce Field Values, and you will have the option to select the correct deal type for each field value.
Salesforce Account Mapping
Fullcast Performance also uses fields on the Salesforce Account object to inform a variety of data filters.
Account Type - The Salesforce field that describes a company's relationship to your sales organization (i.e. Customer, Prospect, etc). Typically the "Type" field. This informs an associated data filter.
Account Tier - This is the Salesforce field to indicate an account's prioritization for prospecting or fit with your ideal customer profile. This is not a default field in Salesforce, but often organizations will create one to signify account "fit" or "desirability." This informs an associated data filter.
Salesforce Call Mapping
You can configure Fullcast Performance to pull call activity data from the Salesforce Task object to calculate metrics like Calls, Accounts Touched, Untouched Opps, etc. This is where to configure that.
Field 1 - This is the field on the Task object that is used to differentiate types of tasks (e.g., Calls vs. Emails vs. etc.). Typically this is the "Type" field (Can also commonly be "Subtype").
Field 2 - This is the value of the above field that signifies a "Call". Typically the value is "Call."
Screenshot:
Call Dispositions - "Call disposition" is typically logged by Sales Engagement and Dialer software as a mechanism by which to see how calling activities "ended up."
Fullcast Performance groups call dispositions to indicate whether a sales rep connected with a prospect, and if so, in what way. This information appears as a filter on the Calls card. Fullcast Performance only reads the standard Salesforce "Call Result" (API name "CallDisposition") text field here, but you are able to customize and select the correct Fullcast Performance Concept for disposition value (e.g., Left Voicemail, Connect, No Answer).
Outreach: Outreach uses the standard Salesforce "Call Result" (API name "CallDisposition") field to log dispositions and works natively with Fullcast Performance. **
Salesloft**: By default, Salesloft uses a non-standard Salesforce field for logging call dispositions (Salesloft support documentation) - they use a field that the Salesloft managed package creates called "Call Disposition" (API Name: "SalesLoft1_Call_Disposition_c").
To allow Fullcast Performance to read the call dispositions, you need to change the Salesforce field that Salesloft writes dispositions to the Salesforce field titled "Call Result" (API Name: "CallDispostion.")
Groove: Groove uses the standard "Call Result" Salesforce text field to log dispositions and works natively with Fullcast Performance (Support document).
This is an example of an Outreach call Activity in Salesforce:
This is an example of a Chorus call Activity in Salesforce:
Salesforce Email Mapping
If you have not yet turned on Gmail or Office 365 Email for your Fullcast Performance account, Fullcast Performance can be configured to read email activity out of Salesforce. This informs metrics like Emails Sent, Accounts Touched, Untouched Opps, and more.
- Field 1 - This is the field on the Task object that is used to differentiate types of tasks (e.g., Calls vs. Emails vs. etc.). Typically this is the "Type" field.
- Field 2 - This is the value of the above field that signifies a "Call". Typically the value is "Call."
This is an example of an email task in Salesforce:
