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Instrumenting Newly WFH Sales Teams

Compiled over the weekend of March 14th in response to the COVID-19 outbreak.

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(LinkedIn, Twitter)

Founder (Overview)

Author (Full book here)

Founder

Head of CS and Sales Strategy

Sales Ops Leader

Sales Ops Leader

(LinkedIn, Twitter)

Prepared by:

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Video recording of presentation:

What is Atrium?

• Atrium makes sales performance analytics software that instruments the quantity and quality of rep selling activity by hooking into CRM, calendar, email, and phone data.

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• It constantly monitors a library of key performance indicators for AEs and SDRs, automatically detects anomalies, and proactively alerts sales management, operations, and leadership.

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• This means that Sales Leadership and Operations don’t have to spend time analyzing data to get to insights and can positively impact rep behavior faster. All set up under 10 minutes. (Set yourself up here)�
• 📽 Explainer video (1 min) 📽

Customers who 💖 us:

Instrumenting Newly WFH Sales Teams

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Why is Work From Home (WFH) Different?

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Continuously monitored performance analysis.

Sales reps (SDRs, AEs, AM/CSMs) working from home creates a set of new potential issues to contend with as a result of limited visibility and communication friction as compared to typical management environments.

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Example Issues:�People can take their foot off the gas without esprit de corps and social accountability

• People can work on the wrong things (e.g., wrong opps, wrong accounts) unknowingly.
• Balls can get dropped

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These issues are caused by:

• Removal of social cohesion to drive ongoing effort
• Removal of “eyes and ears” based instrumentation for management
• Existing immaturity of metrics-based instrumentation of reps�

This will probably be the case for the coming 3+ months.

This is what we want to get ahead of

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Continuously monitored performance analysis.

The reduction of organic team esprit de corps can negatively impact performance.

The solution is to use metrics as your eyes and ears.

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The good news is there are well proven approaches to using data-driven, metrics-based management protocols to set AE, SDR, CS teams (and their leadership & management) up for success.

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Benefits of getting data driven:�

• See what you can no longer see with remote work. �
• Help coach your teams to be the best they can be and get ahead of issues. �
• Identify centers of excellence in reps and spread those behaviors to others. �
• Reduce “management by opinion” and the morale issues associated with that. It’s right there in the numbers.�
• Reduce finger pointing and arguments between stakeholders and drive alignment and action.

What do we need to do to stand this up?

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Getting metrically excellent in a WFH context isn’t a one-off effort. It’s more of an ongoing process where each successive step builds on the one before it, and looping back to refine over time. But the key is to start quickly and iterate. These are the steps.

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1. Metrics Selection: Select appropriate metrics and appropriate sampling periods per role type (e.g., AE, Inbound SDR, Outbound SDR, AM, CSM, Leadership)�
2. Data Collection: Ensure you’re collecting the relevant data that will allow you to express the above metrics in reporting to be consumed by ICs, Management, Operations, and Leadership. �
3. Goal Setting: Set expected goals on a per-metric basis for appropriate time frames for each role type.�
4. Visualization: Build the relevant reporting and dashboarding such that you can visually inspect. (Or, set up statistical anomaly detection to assist with visual inspection.)�
5. Distribution & Consumption: Ensure the above reporting is sufficiently distributed to consumers, and that there are ongoing operating rhythms in place to facilitate actual consumption (unconsumed reporting is not helpful.) �
6. Troubleshooting & Resolution: Identify issues and then work to diagnose the root cause of issues, act to fix, and then instrument to identify that the fix worked.

Hierarchy of needs for performance analytics excellence

Each stage builds on the ones that come before it.

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Know what metrics to track / questions to answer

What are the leading and lagging indicators of success, per role?

Collect the relevant data

Build relevant reporting

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Determine, set, and monitor KPI goals

Visually monitor & identify aberrations

Diagnose &

communicate

issues for resolution

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Run root causes analysis of aberrations!

Identify resolution steps and communicate them to stakeholders to action.

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Metrics Selection

Metrics Selection - Principles

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The first step to rigorous rep instrumentation is to converge on a set of metrics that you’ll be measuring

What are the teams you’re going to be instrumenting?�

• Different roles need different metrics, and different time periods. E.g., Bookings for an SMB AE generally measured per month. MM reps per quarter. New Opps created by inbound SDRs probably by week. Outbound MM SDRs? Probably opps created per month.�

What do they spend their time doing?�

• Think about what the relevant reps are supposed to be spending their time doing. Making outbound dials? Having meetings? Sending email? This will tell you what to measure.

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Start Basic. Get more advanced.�

• Depending on your current level of sophistication, start with a smaller set of core metrics, and then extend over time. This is an iterative process. And in a new WFH situation, any basic amount of visibility will help your team and you can progress from there.�

Don’t overthink it. �

• There are well-worn conventions you should index off of. This is largely a solved problem, just poorly distributed. At Atrium we’ve seen (usually large, slow) sales organization spend more time fighting over which metrics are the right ones when they could have just started with a set of basics and reaped immediate gains, and then started to tune and iterate. In a new WFH environment, speed is also important.

Metrics Selection - Recommended Metrics Per Role

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More detail per-role in the respective role section.

A selection of suggested metrics, some more basic, some more advanced. (Read “Cracking the Sales Management Code”)

*If CSMs are responsible for renewals.

How input, output, and efficiency metrics interact for AEs.

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How input, output, and efficiency metrics interact for SDRs.

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Data Collection

Data Collection - Principles

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The way to think about data collection is “What am I trying to measure”? Collecting data that you don’t report on (or worse, report on, but don’t consume) wastes internal resource.

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What Data should we be capturing?

Capturing basic “sales gestures” first then allows you to report on them, but also combine them with each other via smart queries to compose more advanced metrics.

Data Collection - Principles

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Goal Setting

Goal Setting - Principles

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A big step that sales orgs miss when instrumenting rep performance is actually setting goals for metrics that have been selected. “So, how many meetings are your AEs supposed to be having per week? Month?” “[shrugs]” “Oh…”. Goal setting is an iterative process, but you have to start. This is a template for setting your own goals.

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Setting Goals

• The previously selected metrics now need expected performance levels tied to them - “goals.”
• Goals should be reasonable, attainable, & data-informed. So how do we make sure that’s the case?�

Historical Performance

• Use historical performance by your middle to upper-middle reps to inform a reasonable goal. Basing goals off of the highest tier of top performer, at least to start, may set you up for unattainable goals.�

Bottoms Up

• Use a model to inform expected levels of activity. How many Opps do you want per month out of an SDR? How many activities does it take to create an opp historically? That’s how many activities we need. And so on. SDR Activity Model here. AE Utilization Model here. �

Benchmarks

• Use benchmarks for similar sales motions (same role, ASP, market) to guide what is common.
• If you’d like benchmarking information Atrium has composited performance data from hundreds of sales organizations. Get in touch with Atrium to talk benchmarking.�

Blend, then iterate

• Start with a defensible set of goals that are informed by what you have easy access to, get started, and then tune later. If they’re too low, iterate them up. If they’re too high, iterate them down.�

Publish!

• You’d be shocked how many folks go through the exercise of creating goals and guidelines and don’t distribute them to managers to drive results. Publish them! This is a template for how to do that.

Goal Setting - Suggested AE Goals

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Some rough suggested goals - true benchmarks will be contingent on sales motion and market. Contact us to talk custom benchmarks.

Goal Setting - Suggested SDR Goals

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More detail per-role in the respective role section.

For per-segment, ASP-specific benchmarking, contact us.

Some rough suggested goals - true benchmarks will be contingent on sales motion and market. Contact us to talk custom benchmarks.

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Visualizations

Visualizations - Principles

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The next step is to actually visualize this data with reporting. Data collection without reports for detecting issues isn’t helpful. With reports and dashboards reps, managers, and leadership can start detecting issues with their eyes.

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What are reports / dashboards for?

• You should think about each report as answering a question. “How many opps have the SDRs created this month so far?” “How many opps does each AE own right now?” “How much pipeline is closing in the coming 90 days, by rep?” “How many emails did each SDR send last week?”�
• Similarly, each dashboard should be thought of “This is used at this consumption point to do these things.” ��E.g., “This dashboard is used in an AE 1:1 to review performance metrics during this time period.” “This dashboard is used at noon every day to see how the SDRs are doing on their daily performance metrics.” “This dashboard is used at the Monday morning sales team meeting to look at our performance last week, and progress this week.” “This dashboard is used in our exec meeting to look at aggregate metrics.”�

Multiple Views Per Metric

• One view per metric is usually not enough (this is why report building can be a large effort if you want to be comprehensive) to properly monitor a metric. ��E.g., if a rep has been declining in new opps coming into the pipe, and you’re only looking at “Total New Opps Per Rep, Trailing 90 Days”, you won’t notice this for a few weeks. Whereas if you have a week by week view, you’ll visually see the decline. �
• A good approach is pairing a Total w/ a Trend, and doing Per Rep along w/ Team Totals.�
• E.g., “Per Rep, Total Opps in Pipe, Today” paired with “Per Rep, Total Opps in Pipe, Trailing 90 Days, Grouped by Week”.

Visualizations - Common Tooling

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CRM Reporting: Available now, flexible, but time consuming.�

• Overview: In-CRM reporting and dashboarding is one of the most common ways that sales team instrument the performance of their reps and teams. �
• Benefits: Already present in your CRM and can be used immediately. Can often broadcast reports & dashboards (limited)�
• Challenges: Requires data collection to ensure valid reporting. Most reports need to be built from scratch. �

Business Intelligence: Very slow to set up, flexible and powerful, time consuming to monitor.�

• Overview: Horizontal Business intelligence is a powerful and flexible way to do reporting and visualization, and is typically viewed as more advanced. Popular examples are Tableau and Looker. �
• Benefits: Very powerful, can do snapshotted data over time, and can mix many data sources.�
• Challenges: Typically a much heavier lift to set up (2-3 months), requires data engineering time to set up data warehouse, lots of BI analyst time to set up reporting, and rigidity / user unfriendliness means most normal humans will ignore charts / won’t manipulate them.

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Performance Analysis Software: Quick setup, less flexible, automatically monitored.�

• Overview: There is a category of performance-centric analysis software that is purpose built for instrumenting sales reps and teams. Atrium is an example of this software. �
• Benefits: Works immediately out of the box (quick setup with data connectors), has pre-baked reporting and visualization, and will do statistical anomaly detection on metric moves / goals / etc that is pushed to users. Reduces the burden on managers / operations to “stare and compare” at charts.�
• Challenges: Because the software works “out of the box” metrics are typically less customizable than what could be custom built in CRM reporting or a horizontal business intelligence offering.

Ok, this slide is totally an ad for Atrium ; )

• Atrium makes super awesome sales performance analytics software to instrument the quantity & quality of rep selling activity. This is why we know a lot about this stuff.�
• Instant Setup: Atrium takes 5-minutes to setup (Oauth into Google Calendar and Salesforce). Full data synch takes an hour or two.

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• Pre-baked Reporting: Atrium has thousands of pre-baked reports for key SDR, AEs, and AM / CSMs metrics.�
• Continuously monitored: Atrium continuously monitors every single one of those metrics for every single rep in your organization, proactively flagging potential issues to reps, managers, operations, and leaders. No eyeballs required. ; )�
• 📽 Explainer video (1 min) 📽

Customers who 💖 us (plus many, many more):

Get Started Here | Get in touch

Visualization Examples - AEs - Core Activity

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Customer Meetings by Rep, Trailing 30, By Week

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“Are we seeing any trends in meeting volumes in our reps that would be a cause for concern and we should address?”��“Are we seeing any high performance meeting volumes in reps that we would want to replicate across the team?”�

“Are we seeing the impact across the team of any initiatives that we are conducting to raise meeting volumes?”

Visualization Examples - AEs - Core Activity

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Customer Meetings by Rep, This Month, Totaled�

“Is there any rep that appears to be lagging on customer facing meetings this month in a way that would cause concern and we should address?

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“Is there any rep that appears to be outperforming in a way that we could replicate across the rest of the team?”

Visualization Examples - AEs - Opp Ownership

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Opps Owned by Rep, Trailing 6 months, By Month

�“Are we seeing any trends in meeting volumes in our reps that would be a cause for concern and we should address?”��“Are we seeing any high performance meeting volumes in reps that we would want to replicate across the team?”�

“Are we seeing the impact across the team of any initiatives that we are conducting to raise meeting volumes?”

Visualization Examples - AEs - Opp Ownership

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Opps Owned by Rep, Right Now

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“Is there any rep that’s lagging on opps right now in a way that may injure their ability to hit bookings targets soon?”

�“Is there any rep that appears to be outperforming in a way that we could replicate across the rest of the team?”

Visualization Examples - AEs - Pipe

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Pipe by Close Date, Future 6 months, By Month

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“Do any of my reps have potential bookings air pockets showing up in the future?”��“Are any of my reps being naughty about close dates?” | “Is anyone just really low on upcoming bookings?”

Visualization Examples - AEs - Pipe

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Pipe Scheduled to Close, Future 90 Days

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“Is anyone super light on upcoming bookings?” | “Is anyone’s forecast looking particularly bad?”

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“Does anyone look really great, and how did they get there so we can get others in that state?”�

Visualization Examples - AEs - Pipe Hygiene

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Untouched Opps by Rep, Trailing 30, By Week

�“Is there anyone who is doing a particularly bad job staying on top of their pipe (perhaps as related to too many opps or low activity)?”��“Is there anyone who is doing a particular good job staying on top of their pipe? Why?”�

“Are we seeing the impact across the team of any initiatives that we conducted to engender better pipe hygiene?”

Visualization Examples - AEs - Pipe Hygiene

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Untouched Opps by Rep, Right Now

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“What opportunities need to be engaged or closed out, by rep.” | “Who do I need to yell at in pipe review?”��“Who do I get to celebrate in pipeline review?”

Visualization Examples - AEs - Ramping

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Pipeline Owned by Rep, Ramping 6 Months, By Month

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“Is there anyone early in their ramp who’s not ramping into band?” | “Has anyone fallen out of band in their ramp?”��“Is there anyone who is doing a particular good job ramping? Why?” | “Are newer reps ramping faster than prior rampers?”

Visualization Examples - AEs - Ramping

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Customer Meetings, Ramping 30 Days, By Week

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“Is there any rep that appears to be lagging on customer meetings in a way that will hurt their later ramp?”

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“Is there anyone who is doing a particular good job ramping? Why?” | “Has anyone fallen out of band in their ramp?”

Visualization Examples - AEs - Team Comparisons

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Average Meetings Per Rep By Team, Trailing 30 Days, By Week ��“Are my teams under or over-performing compared to each other in a way that merits investigation?”��“Are we seeing the impact of any initiatives that we would expect to drive more or less meetings on a per team basis?”

Visualization Examples - AEs - Team Comparisons

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Average Meetings Per Rep By Team, This Month, Total

�“Are my teams under or over-performing compared to each other in a way that merits investigation?”��“Are we seeing the impact of any initiatives that we would expect to drive more or less meetings on a per team basis?”

Example Dashboards - “Rise and Shine” AE Dash

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Used to instrument daily activity and activity to date in a week for an AE team. To be reviewed multiple times intraweek or at daily standups to evaluate progress throughout the week.

Example Dashboards - “Rise and Shine” AE Dash

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Continuously monitored performance analysis.

Used to instrument daily activity and activity to date in a week for an AE team. To be reviewed multiple times intraweek or at daily standups to evaluate progress throughout the week.

Example Dashboards - “Last Week Results / Month in Progress” AE Dash

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Used on a Monday (team meeting) to evaluate the results of the prior week, and pacing towards goal for the month.

Example Dashboards - “Last Week Results / Month in Progress” AE Dash

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Used on a Monday (team meeting) to evaluate the results of the prior week & pacing towards goals for the month.

Example Dashboards - AE 1:1 Dash

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A dashboard to be used in a 1:1 between and AE and their manager, reviewing performance metrics and pipeline.

Goal Tracking - Tabular View for 1:1

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You can also use tabular view (either per rep, or split by rep on a team view) to assist with 1:1s. (You can also use dedicated software like Atrium that tracks progress towards / completion of weekly, monthly, and quarterly goals)

Example Dashboards - AE 1:1 Dash

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A dashboard to be used in a 1:1 between and AE and their manager, reviewing performance metrics & pipeline.

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1:1 Agenda

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Example of a 1:1 agenda that ties to an associated dashboard (the one above)

Template for setting your own a 1:1 agenda

Example Visualization - AE Pipeline Review

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In Pipe Review review opps scheduled in the coming months using a “Pipe by Close Date” report.

Example Visualization - AE Pipeline Review

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An example of a pipeline report for use in a pipeline review.

This is an Atrium “Opp Health” pipeline view, but a standard Salesforce Opp report with pertinent columns that assist with deal inspection can work well too.

Visualizations - Anomaly Detection

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Dedicated performance analysis software often includes anomaly detection functionality to flag metrics movements of interest. Examples are a rep versus their peers, a rep versus their past performance, or a ramping rep compared to others in their similar stage in ramp.

Visualizations - TEMPLATE - Role_Type Dash

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[specify what this dash is for]

Clone this format and use it as a template if you need to specify a dashboard for creation by operations staff, or just help think through yourself what you want to see before you start building.

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Distribution & Consumption

Metrics Distribution & Consumption - Principles

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All the reporting in the world is useless if it isn’t consumed. These are mechanisms by which to ensure that this consumption of metrics happens and managers, operations, and leadership can detect issues.

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Distribution: Leaving dashboards and reports hidden in their various tooling to “go be looked at” is generally a poor approach - they won’t get looked at. Instead, work to ensure that visualizations are broadly distributed to ease consumption.�

• URLs: Most reports packages have a “URL per report / dash” make use of this!�
• Bookmarks: Bookmark these in your bookmarks - put the daily consumed ones in the primary bar, and weekly, monthly ones in a fold.�
• Calendar Events: Put them into recurring meeting invites (more on meetings in a second), or even recurring calendar events that aren’t actually meetings, but instead are just recurring reminders to go look at a report / dashboard. �
• Report & Dashboard Email Distribution: Many reporting packages allow for the recurring distribution of reports or dashboards via email. �
• Set these to recurrently distribute to the relevant list-serve (e.g., sales-team@yourco.com, sdr-team@yourco.com, leadership@yourco.com) at the appropriate cadence (e.g., Tuesday and Thursday morning for “AE Rise and Shine Dashboard”. Monday mornings for “Last Week Results / Month to Date Progress.”)

Metrics Distribution & Consumption - Principles

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Distribution mechanisms cont.�

• TVs: Dashboards on TVs has always been a hollow excuse for being data-driven, and is more “metrics theater” than anything else - they’re largely ignored by staff. ��Their only benefit is “showing we’re serious” about metrics - but can sometimes be a fake stand in for actual rigorous consumption of metrics. “We don’t need to review reporting in our meetings - there are TVs on the walls! Reps will manage themselves!”��With WFH, the reps who didn’t look at them before now physically can’t see them.�
• Decks: An older school way of distributing metrics is the “metrics deck”, which typically involves a sales operations analyst (or sales ops manager - eek!) spending time screenshotting various reports, packaging it up into a slide deck, and emailing it out to people who may or may not actually look at the metrics. ��Better to seek to use dashboard or reporting software to “be the deck”, and to spend sales operations / analysis time doing analysis on the underlying data, calling out issues. �
• Alerting Email: In purpose-made performance analytics software there is often a concept of “Email Alerting” that involves the distribution of alerts regarding metrics, versus the pure reports themselves. ��These can be very helpful in having your attention drawn to particular important issues that are having statistical movements, rather than relying on manager eyeballs to detect those movements.

Metrics Distribution & Consumption - Principles

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Consumption: Distribution isn’t the whole game. People get busy, and most people don’t love metrics and so reporting consumption gets kicked down the road. As such, key to create forcing functions to ensure proper consumption, inspection, and analysis �

• Calendar Events - Meetings & Reminders: The primary mechanism for enforcing consumption of metrics is good old fashioned meeting where a set agenda and group accountability ensures the work gets done. Some guidelines: �
• Agenda Alignment: Be clear about the agenda of the meeting, and what the goal of it is. “This meeting will be successful if we answer these questions”, and then ensure the the relevant reporting / dashboarding has been constructed to answer those questions. �
• Supporting Materials: Make sure that the relevant materials are actually readily avail to be reviewed at the time of the meeting. My favorite approach there is to put links to dashboards and reports in the actual meeting invite. �
• Meeting Preparation: As the manager / operations person who runs the meeting, you should prepare for it ahead of time. If you have multiple meetings in a day (e.g., multiple rep 1:1s), you can schedule enough time to parallel prepare for all of them at the beginning of the day, and come prepared with commentary. �
• Non-Meeting Recurring Calendar Event: Another helpful approach can be to have a recurring calendar reminder for yourself to look at a given report or dashboard (e.g., the SDR Daily Performance Dashboard at 5pm to see how the day ended.)�
• What’s next? Coming out of a meeting where questions were asked of data, typically there will be actions (“This AE needs more opps, ASAP”), or further questions. Ensure that those are captured, and acted on, and addressed as homework at the next meeting.

Distribution & Consumption - Dashboard Distribution

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Example of an email dashboard distribution of a “Rise and Shine” Dash for a sales team.

Tip: “Reply all” to distributed dashboards calling out high performance and gently ribbing underperformance. Show the team that you’re consuming these dashboards and that they should be too.

Metrics Distribution & Consumption - Meeting Agenda

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A good example agenda, tied to reports on a per question basis.

Template for setting your own a 1:1 agenda

Metrics Distribution & Consumption - Examples

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An example of a helpful calendar invite with agenda and linked supporting materials.

Distribution & Consumption - Example Meeting Cadence

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Example of an operational cadence calendar for a WFH sales team with 10 AEs and 5 SDRs.

Distribution & Consumption - Agendas

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Example Agendas for respective meetings.

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Issue Detection, Troubleshooting & Resolution

Troubleshooting & Resolution - Principles

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So you’ve gone through all the effort of selecting metrics, setting goals, building visualizations, and cadencing their consumption - the last step is to sniff out issues, and then work to remediate them!�

• Detect: With the visualizations that you’ve created being consumed per our cadences, we’re now going to look for potential issues - typically these manifest as a rep who is off compared to their past performance, off compared to their peers, or not hitting goals. Or the inverse! Outperformance to be celebrated, and learned from!�
• Diagnose: Once you’ve found an issue, figuring out the root cause is typically best done by “going upstream” (Or “right” on the following flow charts). E.g., is an SDR having opp creation issues? Go upstream to inspect quantity & quality of activity. �
• Communicate: Once an issue has been identified and diagnosed, you need to make sure to discuss this with a rep and agree resolution steps in a specific timeframe. This is what rep 1:1s are perfect for (and we cadence them!)�
• Loop Back: Lastly, you have to loop back to ensure that the issue has been resolved - whether by putting a reminder on the calendar or keeping track in a 1:1 document.�
• Additional Resources: Radical Candor | Performance Conversations Video Course | Guide to Making Performance Conversations Easy | Performance Plan Template

If you’re looking for the root cause of an issue “go right”.

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If you’re looking for the root cause of an issue “go right”.

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Issue Detection - Get the PDF

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Issue Detection - Get the PDF

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Issue Detection - Get the PDF

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Troubleshooting & Resolution - Performance Conversation Guide

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Troubleshooting & Resolution - Inspection Guide

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Get some copies for your team.

If you’d like laminates or posters, get in touch.

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Additional Resources

www.atriumhq.com

Atrium helps with all of the above.

• Want to “see” your sales team again? Atrium makes that happen in <10 minutes.�
• Atrium makes super awesome sales performance analytics software to instrument the quantity & quality of rep selling activity. This is why we know a lot about this stuff.�
• Instant Setup: Atrium takes 5-minutes to setup (Oauth into Google Calendar & Salesforce). Data takes an hour or two. See all your key KPIs in less than a day.

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• Pre-baked Reporting: Atrium has thousands of pre-baked reports for key SDR, AEs, and AM / CSMs metrics.�
• Continuously monitored: Atrium continuously monitors every single one of those metrics for every single rep in your organization, proactively flagging potential issues to reps, managers, operations, and leaders. No eyeballs required. ; )�
• 📽 Explainer video (1 min) 📽

Customers who 💖 us (plus many, many more):

Get Started Here | Get in touch

More Resources - Atrium

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• Sales Math Tutorial (video)�
• AE & SDR 1:1s Tutorial (video)�
• Guide to Performance Conversations�
• Performance Improvement Plan Template�
• Metrics Diagnosis & Inspection Toolkit�
• Sales Metrics Levels & Publishing Guide�
• Atrium Content Academies: SDR Manager | AE Manager | Sales Ops�
• Modern Sales: Sales Operations & Leadership Practitioner Community

Additional Sales Management Reading

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Founding Sales by Peter Kazanjy

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Startup Sales & Management

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Available for free online

Cracking the Sales Management Code by Jason Jordan

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Advanced Modern Sales Management

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Manage a sales team / Sales Ops Pro Get a free copy from Atrium.�

Buy on Amazon

Leading Sales Development by Alea Homison & Jeremey Donovan

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Advanced SDR Management��Manage an SDR team? Get a free copy from Atrium.�

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73

To Come

www.atriumhq.com

Additional - Workstation Setup

74

www.atriumhq.com

Continuously monitored performance analysis.

[tkkkkkkk]

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Full setup

External monitor if possible. Power of multiple screens, support materails on a second screen.

Headset. Screaming kid behind me.

Additional - Messaging / Slack Commentary

75

www.atriumhq.com

Continuously monitored performance analysis.

[tkkkkkkk]

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“Take a lap” in the morning.

Escalate to video call quickly. Slack was used for low level chatting. If you need synchronous comms, use it.

Group channels for morale.

Additional - Calendar Management

76

www.atriumhq.com

Continuously monitored performance analysis.

[talk about statistical detection]

Additional - You found an issue - now what?

77

www.atriumhq.com

Continuously monitored performance analysis.

[talk about statistical detection]

Additional - How to keep motiviation up.

78

www.atriumhq.com

Continuously monitored performance analysis.

[talk about statistical detection]

Additional - Information Distribution

79

www.atriumhq.com

Continuously monitored performance analysis.

[talk about statistical detection]

• Information Distribution
• New Opp Alerts
• Format
• Closed Won Alerts
• Format
• Closed Lost Alerts
• Format�
• Vectors
• Emails
• Slack - Troops