Atrium

Over the weekend we got the most thoughtful swag package EVER from Peter Kazanjy and Atrium. You see, a few weeks ago Peter saw a comment I made on someone’s post and sent me a DM that he appreciated that I shared my perspective (which isn’t the prevailing popular perspective in some circles for that topic). We got to messaging and I realized he’s the founder of a software we use here at BetterUp but that I hadn’t fully lean into yet. I offered up time if he had it to connect to learn more about Atrium, how I could leverage it and just to make another friend in the start up GTM world. We had a lovely 30 min chat and upon discovering I had two small kiddos he says “you must send me your address so I can send the girls our Atrium mascot stuffy”. And he did! He sent two (as any good parent of two knows this is a pro move), the cutest children’s book about growing up to be in sales, and an atrium notebook for me. I’m not a buyer of Atrium and not in a position to materially advance Peter or his company but he saw an oppty to have a positive impact and be human and he did it. To my GTM friends def give Atrium some thought to leverage tech and drive transparency in monitoring and driving performance (plus there’s some coaching embedded so you know that’s a winning solution). The girls brought their stuffies to church the next morning they are def the new hot items for the girls this week!

A free copy of Sean Lane's new book and a spicy conversation on bringing accountability back to sales organizations? Count us in! 🙋

Avoid the AI Sales Skills Atrophy Trap! Our Co-Founder and CRO, {{linkedin_mention(urn:li:person:rcUkOjWGLp|Peter Kazanjy)}}, recently joined {{linkedin_mention(urn:li:organization:70877533|GTMfund)}}'s Podcast and their host, {{linkedin_mention(urn:li:person:At8a_c-z_t|Scott Barker)}}, for an action-packed 45-minute episode where they discussed: + The impact of zero interest rate policy on sales performance and buyer behavior + The importance of accountability and performance management in sales + The role of AI in sales and potential risks of over-automation + Strategies for effective sales management in the current economic climate + The value of "back to basics" approaches in sales, even AEs need to cold call Watch the episode on your favorite streaming platform. YouTube: https://lnkd.in/gtxjA7Dx Spotify: https://lnkd.in/g2ZjhEm7 Apple: https://lnkd.in/ghcQSGbQ Leave a comment: Is your sales team suffering from "accountability atrophy"? What steps are you taking to instill a culture of ownership and results?

Who is an Atrium customer and wants a copy!?

OMG this Atrium insight off a new custom metric for a 60-person SDR team is mind blowing.

Atrium thank you for inviting me to participate in the great conversation! Performance Management is an important topic and so many nuances and learnings over the past couple of years that were shared. Really enjoyed contributing to the conversation.

Had an awesome night with a great mix of revenue / ops leaders. I thoroughly enjoyed the conversations around sales performance management (changes in attitude, driving accountability, supporting mechanisms). Shamelessly coined my DIET mental model on sales performance management: - D(ata): Clear input/output metrics for our GTM teams - I(ncentives): Align managers’ incentives to whole team performance (ie minimum X% reps achieving above Y% attainment) - E(xamination): of sales performance & usage data via regular cadence - T(ooling): to drive accountability by surfacing the data, and support frequent examination mechanisms Thank you to Jason, Hannah, and Atrium team for organising and hosting us.

Atrium's custom metrics functionality continues to amaze. This organization has a laser focus on ICP accounts, and the opps and pipeline that come out of them. They've created a handful of ICP-focused goals and custom metrics (e.g., "Percentage of Open Opps that are from ICP Accounts" and "Forward 90 Day ICP Pipeline", etc.). This rep is really struggling on this topic, as indicated by these metrics, and Atrium's Sales Coach is synthesizing this and communicating it (to the manager, to the rep, to the leaders). In this case, he's not prospecting into the ICP accounts, which is leading to low ICP opportunity inflow, which is leading to low ICP pipeline composition, and non-existant forward ICP pipeline So awesome.

We can't wait for our next sales leadership dinner. Who is in?!