"Our RevOps team at Grin partnered with Atrium to create a 'Fingerprint of Success' program for our BDR teams. This consisted of a set of key metrics for BDR managers to manage from, and the daily, weekly, and monthly goals to which we need them to hold their reps accountable.
We then built and deployed Atrium views for our 15 frontline BDR managers, and they now use them regularly in their 1:1s, team meetings, and leadership syncs. All of this took days instead of months, and our managers love it. We've seen a big lift in opportunity creation since enabling our BDR managers with Atrium!"
"We have a heavily distributed sales organization spread out across varying timezones, so we've got managers and reps on completely different schedules. It’s critical that my team enables our frontline managers to effectively manage their teams in that environment. They need to be managing by both activity metrics and output metrics, and Atrium allows them do just that. It’s truly been a life saver for us."
"Atrium made it incredibly easy to align on a set of key KPIs for our TSM teams (AEs). Through Atrium, we were able to set up and deploy relevant views for the managers to manage from in just a couple of days. Now the whole team manages by metric, which makes my job so much easier.
My sales managers are able to self-serve the data they need, allowing my RevOps team to focus on more strategic initiatives. Atrium even analyzes and interprets the data for them, alerts them when something needs attention, and tells them exactly what next step to take."
"With Atrium, my Ops team has enabled our sales managers and reps more effectively than ever before.
We aligned across the org on the key initiatives for our teams, and then broke those down into both input and output metrics. From there, we set goals on those KPIs in Atrium, and then used Atrium's templates to quickly build out the views that our managers need to hold their reps accountable to those baselines.
Rather than constantly coming to Ops for data analysis and report building, my managers have everything they need to self-serve, and the data is actually being used to coach and improve rep performance.
From a RevOps perspective, we're able to use Atrium's data to analyze, tweak, and optimize our go-to-market model on a weekly basis. It's been huge for us, and an extremely worthwhile investment."
Atrium provides the micro-guidance and micro-awareness that I need rather than creating a culture of micro-management. Instead, we use Atrium in team meetings and 1:1s to drive a positive culture by highlighting top-performing behaviors and skills.
Atrium also gives me the ability to closely track leading indicators. This has led to more efficient prospecting, the ability to monitor new hire ramp, personalized coaching, and a better view of rep capacity. We have much more visibility into input and output metrics so we know when we need to jump in and provide guidance or make adjustments.
Finally, Atrium makes it so much easier for my sales managers to actually use and understand the data. Weekly Atrium views provide point-in-time metrics around the things they care about versus being overwhelmed by confusing charts. "
"My experience before Atrium was a very unmotivating, tiring, and reactive experience. I really enjoy exploring data building. Analyzing data sets is fun—that’s the sales nerd in me. What isn't fun, though, is when the data or the analysis is not used, and then my team is asked for the same report or analysis 2 months later. We spent hours building dashboards that went completely ignored and unused.
Now, I can very quickly set my managers up with Atrium and they're off to the races. Atrium even does the analysis and interpretation for them so that my team can spend time on more strategic tasks.
The product itself is just easy to set up, it's easy to use. I love their proactive coaching alerts. It really teaches my managers, while they're using it, how to use data to become better."
“I’ve been in Operations for close to 12 years now, and I have to say Atrium is my favorite tool in the arsenal (past and present), hands down. The amount of insight we’re getting from Atrium after just a few short months has been so impactful to our sales team - from operations, to leadership, to managers, and even the reps. To sum it up, Atrium helps my managers ask the questions, and find the answer, and solve the problem - which makes my team more successful.”
“It’s a great product. I’m just amazed by it.
All of our top reps are voracious about this information–they want me to feed it to them daily.
We had an instance where we had a team that was sending the most emails by far, but their engagement rate was way lower than average. Was it because they were emailing the wrong people? Was there a mistake in the template? Was the email poorly written? Atrium allowed the manager and I to dig deeper into the metrics, pinpoint the issue, and fix it quickly.”
"Prior to using Atrium, my mid-market AEs had a high number of untouched opps per week, but because my sales managers didn't have access to that kind of data, they weren't aware that it was a team-wide issue.
Using Atrium, I enabled my sales managers with pipe hygiene views that showed them the high number of untouched opps in their pipeline. The sales managers were then able to go and coach their reps in effective deal management by using the relevant metrics and opp health views in 1:1s and team meetings. As a result, we've seen the number of untouched opps steadily decrease, and are now down 70% from when we first implemented Atrium."
"Whether you're a sales leader, or an enablement leader, or a revenue operations leader, Atrium just offers amazing actionable insights that are made readily available to all the different stakeholders.
This is done without hours of trying to build out difficult reports and filtering options. It doesn't take a Salesforce Administrator certification to be able to dig in and uncover those valuable KPIs that lead to a successful program."
“If you're a lean organization or sales ops organization, then this is a tool that will give you so much leverage around reporting, manager enablement, and coaching."
“Atrium has really helped me achieve more clarity and transparency on what are the numbers we care about. That's been incredibly helpful to dig into what the best reps are doing differently so we can coach the lower performers."
"Atrium has helped us achieve a lot on the coaching and the onboarding side. Part of my role is to coach and onboard, and really be able to identify gaps early so that we could coach them through these gaps and provide them with all the skills they need here at Grin to be a top performer.
Atrium really has given us that visibility into the metrics so that we can be transparent with our BDRs when we coach and onboard them, and let them know why we have these metrics and let them know if they're falling behind. It's just a great resource for that."
“The number one reason why I recommend Atrium is for the value it provides. You're essentially adding a team of analysts at a fraction of the price to understand what's really going on in your sales organization."
“I pride myself on my Salesforce reporting and dashboarding abilities. That said, when we were starting to scale our sales team at Datagrail, there were so many priorities for me to handle as our solo operations practitioner that Atrium’s instant-on and out-of-the-box functionality was a lifesaver. Especially contending with less-than-perfect Salesforce data.
This way I could spend my time on more important projects, including more sophisticated reporting and analytics for product, customer success, Board meetings and more. I knew my sales and SDR managers were taken care of by Atrium.”
“One thing we do to help make data-driven performance everyone’s job is by running sales ops-led “performance data 1:1s” with reps and managers, using Atrium. This helps us easily break down performance against leading indicators, and flag potential soft spots in rep performance before it becomes a major bookings issue. And it shows managers where they need to intervene and coach.
We in Ops love it because it helps everyone be more aware and raises performance. Managers and reps love it because they’re learning a new skill - and of course it helps them hit their goals.”
“This has been the most successful new sales tool we’ve deployed - and we use a lot of sales tech. My sales ops managers see insights in Atrium and reach out to the sales managers, only to find out that they’ve already seen those alerts from Atrium and had conversations with their reps to work to resolve.
Atrium has reduced the “metrics analysis” burden on my sales ops team substantially, and empowered my line managers to be more data driven and proactive themselves, all the way down to helping the reps better self manage by being more aware of their own performance metrics.
Atrium has had a huge impact.”
"Atrium is the best SaaS product that I used this entire year. Before Atrium, my sales managers were spending a lot of their time trying to interpret charts and reports, and as a result, missing gaps in their teams' performance.
When we started using Atrium, it showed us those gaps, which included a lack of multi-threading and a bottleneck of stuck opps. It also showed us that we had an opportunity to resurrect opportunities that had previously gone cold. As a result, we were able to resurrect ~15 cold opps, which resulted in a 7-figure increase in revenue. We were also able to improve our pipe hygiene significantly and heavily decrease the number of stuck opps—all using Atrium."
“Every sales manager wants their team to be as efficient as possible, especially in times of constrained demand and lighter opp creation. We placed a big emphasis last quarter on increasing sales efficiency, and we couldn't have reached those goals without using Atrium.
Specifically, I needed my sales teams to increase AE selling activity and tighten up their pipeline management, so I built out Atrium views to keep an eye on those particular initiatives. I use those Atrium views weekly with my sales managers, who use them in their 1:1s and team meetings with their reps. As a result, we've seen an 83% increase in prospect meetings per month by rep, and a 40% decrease in untouched opps per rep.
Pretty amazing stuff, and we used Atrium to get it done."
“Atrium has transformed the way I manage my AEs.
Since we implemented data-driven 1:1s, our pipeline hygiene has improved by 80% (no more untouched and stuck opps!), leading to a 30%+ improvement in win rates.
When reps start getting a little loosy goosy, Atrium immediately flags it, we can discuss it together, and fix it before it becomes a big problem.”
“Before using Atrium, a ton of my team's opps did not have a next step (as much as I was pushing them on it). I used Atrium in my coaching conversations with my reps to help them see where they needed to focus in order to get those next meetings scheduled. My reps and I now use Atrium's Opp Health capability to easily track their progress and ensure that all of their opportunities are in good health.
Today, the number of opps with no next step is much lower, and our pipe health is in a much better place. I can't tell you how much more effective my 1:1s have been because of Atrium."
“Prior to Atrium, we were using multiple dashboarding and forecasting tools in an attempt to be more data-driven. With so many different places to interpret data and derive insights from, it took more time than me and my managers had cycles for.
With Atrium, our managers now login, quickly see why a rep is underperforming, and coach them to fix the issue.
Having managers proactively coach using data has always been a goal for the organization. Atrium has helped us achieve that.”
"I’m proud to say I was an early Atrium customer when I was running Rev Ops at Terminus back in 2018. I quickly saw how much time it could save my ops team by enabling our managers and leaders to manage by metric.
When we started Sonar, we didn’t want to spend our time building a bunch of reporting that Atrium had already done. As we hired sales leadership, letting them help themselves to the data in Atrium versus being reliant on operations was key."
"If you're a sales leader or in sales ops then you must check out Atrium.
Absolute no brainer, trust me.
The hours I've spent over the years in CRM exports and excel sheets to calculate core metrics & KPIs in a moving and evolving dataset, is almost criminal! I'm mad Atrium didn't exist 10 years ago!
We are in sales, we shouldn't be killing ourselves gaining a PhD in excel to get results that are likely directional at best (and typically out of date since the last CRM export).
With Atrium, we get the data, with all the sales metrics we need, dash-boarded, at our fingertips, LIVE! I can easily see win rates, conversion rates, ASP, sales cycle, opp health, engagement and activity, pipe analysis and change, by team and by rep! Mind-blasting!
Meaning you and your team know EXACTLY what is going on, and where to focus, at any time.”
“In my 20 year career, I've never managed by metric before—it has always felt too cumbersome. Leading with data will be a good change in my management style, and I couldn’t do it without Atrium.
Atrium makes it fun and easy to be a data-driven leader. Thanks for unleashing my inner coach."
“I love Atrium and working with the Atrium CS team. I am a better sales leader because of it. Atrium’s analysis of my team’s performance and areas to focus on are game changers.
“Atrium infuses every part of my sales organization with data-driven excellence. It helps my busy sales managers stay on top of leading indicators of success across all their reps, and never get surprised.
It also makes pipeline reviews extremely efficient thanks to data-based inspection on key opp-level health indicators. And generally, I know that my managers are managing with metrics the way I want them to be, even if I can’t be with them constantly.”
“Atrium helped us achieve a lot. The team is constantly on the same page regarding what we're trying to accomplish. It allows us to be extremely proactive, when prior to Atrium we were reactive in nature.”
"When I moved to second level sales leadership, I quickly came to realize that my job was to enable my managers.
I know when I was a first-level manager, the temptation was to jump into deals and be super deal-focused. But the key to leverage is managing by metric, and coaching based on what you find there. As a second-level leader, I need to help my managers do exactly that with the right resources and enablement—and create a culture of continuous improvement via coaching.
Atrium has helped me do this across two companies now, and it's an integral part of being a modern sales manager and leader."
"I cannot get in Salesforce what I'm able to see in Atrium. It helps me measure that gut feeling that every sales manager has about how the momentum of their pipeline is going, and put numbers behind it that I wouldn't be able to get out of Salesforce...
We've definitely seen some increases in our ASP, and I'm happy to say that it's due to Atrium. We've also gotten our win rate from about 18% to 25% in the last 18 months. That has been due to the fact that the deals in the pipeline that we're working are much healthier and we have more control over because we're using Atrium in our 1:1s. We to get things out of the pipeline that aren't moving, and instead focus on things that have momentum."
“What made Atrium stand out from the pack was the ability to actively monitor our ramping reps and make sure that they were hitting milestones,confirming we were coaching them effectively. We still haven't found a system that does it as good as Atrium. ”
Before using Atrium, it was kind of a Wild West show..it was really just a bunch of different reports, a bunch of people saying, "Hey, my data doesn't line up with their data," and what Atrium did was really kind of consolidate all that down. Now, if I have a dashboard in Salesforce, I actually confirm in Atrium if they line up so it's become a source of truth for for myself and my managers."
I tell my managers, "Hey, let's check to make sure that it lines up with what we're seeing there because I just find we get better results in Atrium."
“What really made Atrium stand out to me was the ease in setup. Literally plug and play within a very short period of time. I had actual insights, and that's what we were looking for.
Not only do I love it from a leadership perspective, but all of my account executives like it because of the built in recommendations. They can see themselves versus their peers. It truly has been absolutely monumental.”
“What I love about Atrium is just how rapidly both myself, the leaders who work for me, and my team can immediately start realizing value. You get that immediately - literally plug it in, play, hit go. It's wild.”
“Sales leaders want to know that their managers are managing their teams analytically. My job is to empower my managers to run their business in a modern, data-driven fashion, and Atrium helps them do just that. Knowing that my managers are bring data to their team meetings, 1:1s, pipe reviews, and rep coaching lets me focus on more strategic efforts and scaling the business.”
“The data-driven management excellence Atrium has helped us achieve has simply been transformative for our sales team.
We’ve advanced our sales team’s execution by leaps and bounds, and as the sponsor of the project, our success with Atrium has helped propel me from a Country Manager to leading our entire sales organization.
Being a data-driven modern sales leader is the way of the future. I would encourage everyone to get on the train.”
“Before joining Tonkean, I had runs at Lyft and Salesforce. Both were scaled sales organizations with fantastic sales operations functions to assist leadership with data-driven management. When I got to Tonkean, it was clear that data-driven management was going to fall to me and my first sales ops hire. Atrium’s instant-on capabilities got us up and running in 10-minutes, putting in place the core operational metrics I needed to run my team. And as we’ve grown, Atrium has provided sales ops leverage to support my team, while my managers and I can self-serve metrics we need to stay on top of our growing AE and SDR teams.”
Atrium's allowed us to get to rep issues early on before they've actually impacted our sales process. It's allowed us to be able to go to rep specifically and say, "hey, here's where you need improvement, here's what we're missing, here's how we can see which levers we have to be able to manipulate".
“It's really helped me be a lot more of a thought leader, and somebody who's more proactive versus being somebody who is trying to connect the dots after it's too late. I've never felt more empowered, and really built a brand around being somebody who is data minded, and also can really respect the science of sales.”
"The #1 reason to recommend Atrium would be the time savings of it. That's what stood out to me. Those hours that I might spend spinning my wheels trying to put together a dashboard, and being able to do that with a few clicks of a button.
One of the biggest time savings was replicating dashboards for different departments...In the dashboard with Atrium, you can just duplicate the dashboard and change the team or the people that it's representing with a few clicks."
"Atrium has helped me achieve more focus and clarity on both where I'm at as an individual and where we're at as a team, and allows me to correct and adjust action based on insights and on data rather than just based on gut feel."
“Since we implemented Atrium, I’ve been able to streamline my 1:1 time with my team, hold them accountable to key success metrics, and get easy visibility into everything in our pipeline. The out of the box reporting coupled with monitoring and alerting makes my life so much easier.”
“Atrium is a new manager’s best friend. As a rep you’re focused on deals, deals, deals. Doing that as a manager isn’t scalable - as tempting as it might be. Managing via metric, with goals, data-driven 1:1s, and data-driven pipe reviews is the only way to scale. In some ways Atrium has been teaching me how to be a better manager even as I use it daily to run my business.”
"I think the main thing that atrium has enabled me to achieve is just to have more data-driven conversations with my team...I can pull up my dashboards and it's easy to break down why it matters, why it helps performance, and how they can level up in that area, so much more in-depth conversations and spending more time on coaching as opposed to background."
"Because of the market's downturn, I needed to build out a more efficient outbound motion with my SDR org, but we struggled to understand which pieces of our team's prospecting behavior needed help.
In Atrium, we were able to clearly see the issue—our SDRs weren't touching enough new accounts, which was leading to lower opp creation than what we needed. I worked with my managers to set prospecting goals that would drive rep accountability.
As a result, all 3 of our SDR teams have seen a 50% increase in accounts touched, leading to higher opp creation, and a 136% increase in monthly pipeline creation. That wouldn't have been possible in such a short amount of time without Atrium."
"Constrained demand in the marketplace means that our entire sales org needs to increase efficiency. I needed to find a way to do that with my SDRs, so I worked with Atrium to identify focus areas and gaps.
Atrium showed me the two biggest issues with my team. They're weren't multithreading enough and weren't consistently adding new accounts to their sequences. I used Atrium to guide my coaching conversations with the team and in 1:1s, and worked specifically on increasing New Accounts Touched, Touches Per Account, and Contacts Per Account. In just two months, those 3 metrics have shot up significantly, and our opp creation has tripled.
"I had a gut feeling that my reps weren't as focused as they needed to be, but I didn't have access to the data that could validate my suspicions until I got into Atrium. It immediately showed me that my gut was right, and allowed me to fix the issue.
I used Atrium's Saved Cards functionality to create custom metric cards around Accounts Touched, which allowed me to easily track how effectively my reps were engaging with their assigned accounts.
We then set goals in Atrium to increase their prospecting activity, and Atrium regularly sends out updates to my SDRs via email and Slack so they can see their own progress.
In 10 weeks, our prospecting activity increased by 104%. That couldn't have happened if I didn't have access to the data and tools in Atrium."
"Going into an economic downturn, I needed to double down on the quality and efficiency of my BDR's prospecting activity. Atrium was there to help me from a technical standpoint within the tool, but also as a helpful resource via their incredible customer success team and content.
In Atrium, I set goals on the Contacts Touched Per Account and Touches Per Account metrics that we needed them to hit in order to impact our opp creation goal. In just a couple of weeks, we saw a 63% increase in multithreading and a 71% increase in average account touches.
Even in a slower selling period, we've seen our opp creation steadily going up, which is pretty incredible."
"Despite my best efforts to coach, my team wasn't consistently meeting their weekly call quota. After just two weeks of using Atrium for visibility into activity metrics, almost everyone on my team was crushing their calling goals. For the one SDR that was still struggling, we used Atrium data to place them on a PIP, and then used Atrium to track their progress. I used Atrium to coach them in our 1:1s, and after a couple of weeks, they came off the PIP and are now beating their goal regularly.
As a whole, my team has doubled their prospecting activity since we started using Atrium to coach."
"Atrium has saved me a ton of time with manual reporting & calculations. Before Atrium, I spent so much time building reports that I didn't have much leftover to coach my team. Now, I put together Atrium views in a fraction of the time, so I'm able to spend more hours effectively coaching the team using their activity and performance data. As a result, my team’s opp creation has quadrupled in the last year. Both me and my SDRs love Atrium!
“The one thing that stands out that Atrium really helped us achieve is speed to ramp with our new hires. I really love that. The tool makes it so simple to see, “hey, here's how you're comparing to other people that have ramped in the past, here's how you're comparing two people that are super senior in the role."
"With Atrium to help with onboarding, I was able to really validate our activity metrics, and I found out I was incorrect; we needed to find a certain number of accounts, and we were low on prospects. We weren't reaching out wide enough, and we weren't multi-threading accounts as much as we should have been. I learned that by looking at the data that Atrium provided for my top performers.
Could I have gotten that from Salesforce, if I had the time or the skills to be able to do it? Probably not."
“We have a large sales development team, with a few dozen reps spanning corporate, mid-market, and enterprise segments. Atrium helps managers stay on top of rep activity goals, track the new rep ramp, and self-serve insights without the need to ask sales ops to for help. We love it."
“As you might expect, SalesLoft runs a rigorous, modern SDR program. Atrium helps me ensure my reps are tracking to the right quantity and quality of prospecting activities on a daily, weekly, and monthly basis. It’s way easier to use than Salesforce reporting, and proactively alerts me to which reps are having issues, and where, so I can focus on fixing problems instead of finding them."
“I’ve now used Atrium in four different roles. I started with an inbound SDR team at my last company, as I was just getting familiar with data-driven management. Here, Atrium has grown with me starting as a single SDR manager, then managing of two SDR managers, and now running the SDR team, and a set of SMB AEs. There’s no way I can do my job without data, and Atrium helps me do that."
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