Fullcast Performance has 100s of pre-built AE, SDR, and AM / CSM metrics that can be remixed in thousands of ways to help you be amazing at data-driven sales management.
Here’s how to use them for different roles, use cases, and more.
Want help selecting or using Fullcast Performance metrics? Contact your CSM here.
Suggested Metrics by Discipline
These are basic and more advanced metrics for measuring inputs, outputs, and efficiency / quality for SDRs, AEs, and AM / CSMs. See all Atrium metrics here.
SDR Metrics | Input Metrics | Outputs Metrics | Efficiency / Quality Metrics |
|---|---|---|---|
To Start | EmailsCallsUnique Accounts Touched | Meetings CreatedOpps Created | Email Responsiveness RateContacts Touched Per Account |
Advanced | Unique Contacts TouchedNew Accounts TouchedNew Contacts TouchedFullcast Performance Activity Points | Pipe CreatedOpp Stage Reached by Sourced ByPipeline Stage Reached by Sourced ByBookings Sourced | Touches Per AccountActivities Per Opp CreatedAccounts Touched to Opp CreatedWin Rate on Sourced OppsAverage Selling Price on Sourced Opps |
AE Metrics | Input Metrics | Outputs Metrics | Efficiency / Quality Metrics |
|---|---|---|---|
To Start | Opps OwnedPipeline OwnedMeetingsAccounts / Opps Touched | BookingsWins | Win RateAverage Selling PriceUntouched Opps |
Advanced | New Opps OwnedNew Pipe OwnedOpp Stage by OwnerPipeline Stage by OwnerFullcast Performance Activity PointsForward Pipeline by Close DateWin Rate Weighted PipelineTime in Meetings | Opp Stage Reached by OwnerPipe Stage Reached by Owner | Deal CycleStage Conversion RatesTime in StageDays Between Opp TouchesWin Rate from Stage |
CSM / AM Metrics | Input Metrics | Outputs Metrics | Efficiency / Quality Metrics |
|---|---|---|---|
To Start | Opps OwnedPipeline Owned (Book of Business)MeetingsAccounts / Opps Touched | BookingsWins | Win RateAverage Selling PriceTouches Per AccountContacts Touched Per AccountUntouched Opps |
Advanced | New Opps OwnedNew Pipe OwnedOpp Stage by OwnerPipeline Stage by OwnerFullcast Performance Activity Points | Opp Stage Reached by OwnerPipe Stage Reached by Owner | Deal CycleStage Conversion RatesTime in StageDays Between Opp Touches |
Suggested Goals by Discipline
These are suggested intervals and levels for setting and measuring goals on a variety of input, output, and efficiency metrics. Use these levels as a jumping off point for setting your own goals in Atrium.
AE Goals | Interval | Ranges |
|---|---|---|
Meetings | Per Week - Per Month | 7-15 per week |
Accounts / Opps Touched | Per Week | 20 - 50 |
Opportunities Owned | Right Now | 20 - 50 |
Pipeline Owned | Right Now | $200k - $3m |
New Opportunities Owned | Per Week - Per Month | 2 - 10 Per Week (Highly motion dependent) |
Win Rate | Trailing 90 Days - Trailing 180 Days | 15% - 30% |
Average Selling Price | Trailing 90 Days - Trailing 180 Days | Motion Dependent |
Opportunity Age / Average Sales Cycle Time | Trailing 90 Days - Trailing 180 Days | 5 days - 6 months (lol. Motion dependent) |
Wins | Per Month - Per Quarter | |
Bookings | Per Month - Per Quarter | $30k / mo - $500k / qtr. (Motion dependent) |
Forward Pipeline by Close Date | This Quarter / Forward 90 Days | 3-5x of bookings goal! |
Untouched Opportunities | Now | 0 - 20 (Motion dependent - but really zero!) |
Opp Stage Conversion | Trailing 90 Days - Trailing 180 Days | Depends, per stage. |
Time in Stage | Trailing 90 Days - Trailing 180 Days | Depends, per stage. |
SDR Goals | Interval | Ranges |
|---|---|---|
Emails Sent | Per Week | 150 - 300 |
Calls | Per Week | 100 - 200 |
Accounts Touched | Per Week | 50 -100 |
New Accounts Touched | Per Week - Per Month | 10 - 40 per week |
New Contacts Touched | Per Week - Per Month | 30 - 120 Per Week |
Opportunities / Meetings Created | Per Month - Per Quarter | 5 / week - 5 / month |
Email Engagement / Responsiveness Rate | Trailing 30 Days - Trailing 90 Days | 2-5% |
Activities Per Opp Created | Trailing 30 Days - Trailing 90 Days | 100 - 200 |
Accounts Touched to Opp Creation Ratio | Trailing 30 Days - Trailing 90 Days | TBD |
Contacts Touched Per Account | Trailing 30 Days - Trailing 90 Days | 2 - 5 |
Touches Per Account | Trailing 30 Days - Trailing 90 Days | 4 - 6 |
Metrics by Use Case
Use these metrics (starter and more advanced) in Dashboards, Alert Feeds, and Goals to address particular areas of importance. And then bundle them together in Folders.
Use Case | Starter Metrics | More Advanced Metrics |
|---|---|---|
AE Ramping | Opps Owned, Pipe Owned, Meetings, Wins, Bookings | Stage Reached, Win Rate, New Opps Owned |
SDR Ramping | Accounts Touched, Emails, Calls, Opps Created, Meetings Created | Email Responsiveness / Engagement Rate, Pipeline Sourced, New Accounts Touched, Fullcast Performance Activity Points |
AE Pipeline Hygiene | Opps Owned, Untouched Opps, Stuck Opps | Days between Opp Touches, Time in Stage |
SDR Hustle Metrics / Gamification | Calls, Emails, Accounts Touched, Opportunities Created | Contacts Touched, New Accounts Touched, New Contacts Touched, Fullcast Performance Activity Points, Touches Per Account, Contacts Touched Per Account |
AE Hustle Metrics / Gamification | Meetings, Accounts Touched | Emails, Contacts Touched, Contacts Touched Per Account, New Contacts Touched, Stage Reached - Owned By |
AE Prospecting | Accounts Touched, Emails, Opportunities Created | New Contacts Touched, New Accounts Touched, Stage Reached |
AE Forecasting | Pipeline by Close Date, Weighted Pipeline, Pipeline Owned | Weighted Pipeline by Historical Win Rates, New Opportunities Owned |
AE Sales Motion Diagnosis / Analysis | Bookings, Wins, Opportunities Owned, Win Rate, Average Selling Price, Deal Cycle (Opportunity Age), New Opportunities Owned | Conversion from Stage, Win Rate from Stage, Time in Stage, Average Opportunity Size, Stages Reached - Owned By |
SDR Sales Motion Diagnosis / Analysis | Accounts Touched, Emails, Calls, Email Engagement Rate, Accounts Touched to Opportunities Created | Activities Per Opportunity Created, Pipeline Sourced, Stages Reached - Sourced By, Pipeline at Stage Reached - Sourced By, Win Rate on Sourced Opps, Bookings Sourced |
Call Recording Coaching | Talk Ratio, Longest Monologue | Tracker Frequency, Question Rate, Interactivity |
Trial / Pilot Sales Motion Analysis | Stages Reached - Owned By, Conversion from Stage, Win Rate from Stage | Time in Stage, Pipeline at Stage Reached - Owned By |
SDR Quality Analysis | Email Engagement Rate, Contacts Touched Per Account, Accounts Touched to Opp Created | Activities Per Opportunity Created, Touches Per Account, Win Rate on Sourced Opps, Bookings Sourced |
AE Quality Analysis | Win Rate, Average Selling Price | Opportunity Conversion Rate, Win Rate from Stage |
C-Suite / Board Awareness / Strategic Metrics | Opportunities Owned, New Opportunities Owned, Pipeline by Close Date, Meetings, Bookings, Wins | Pipeline by Historical Win Rates, Pipeline at Stages Reached |
All Metrics
This is a resource for all of Fullcast Performance's hundreds of metrics cards.
They're generally broken up into these buckets:
Fullcast Performance's metrics have endless variations with "Custom Filters" functionality–learn more.