Activity Thresholds
Activity thresholds are a way of quickly assessing how reps are working their assigned accounts. Are they doing enough of the right kinds of activities?
Configuring activity thresholds
You need to configure activity thresholds and assign them to a target book for the reporting to populate.
First, set up activity thresholds in your Bookbuilder settings.
Go to Bookbuilder -> Settings
Select "Rep Activities and Thresholds" and click the "Configure activity thresholds" button
Set up at least one activity threshold. Each threshold needs a name so it's easy to recognize in a drop-down later, as well as the included activities (such as email, call, etc), and a number of activities, contacts engaged, and time period.
Think about what the minimum engagement should be to truly "work" an account, and if that differs for the kind of rep, target book, or accounts being worked. You may have different thresholds for how you expect a mid-market AE to work an account compared to a SMB SDR. Or maybe you have the same basic criteria across rep and book type; that's okay too.
Second, add the new threshold to a target book.
Go to Bookbuilder -> Target Books
Click on the name of a target book
Select "View Configuration" at the top, then click the "Edit" link
Select an activity threshold from the "Activity Threshold" dropdown menu in the top right. Click Save.
Interpreting Activity Threshold Metrics
After you configure these two pieces, the new thresholds reporting will populate in Pipeline Overview, Reps Listing, and individual Rep Detail Reports.
Reps Listing
If you go to the Reps Listing (Reports -> Reps), you'll see the coverage overview chart is now red, yellow and green to show activity.
Green = Healthy. Green accounts have met or exceeded the activity threshold for the target book in the report period.
Yellow = At Risk. Yellow accounts have been touched (at least one activity in the report period), but not worked enough to meet the activity threshold.
Red = Needs Attention. Red accounts have not been touched during the report period. That means 0 activities.
You'll also see updated metrics throughout Bookbuilder reporting. We now show touched accounts and worked accounts. There's a slight difference between a "touched" account and a "worked" one.
Touched accounts: Accounts with at least 1 activity in the report period
Worked accounts: Accounts that meet or exceed the activity threshold for that target book
All worked accounts have been touched, but not all touched accounts have been fully worked.
Rep Detail Report
The individual Rep Report now includes the red, yellow and green activity breakdowns for each account, as well as updated "touched" and "worked" metrics.
The Engagement module includes 4 metrics, including 2 that are related to activity thresholds:
Owned Accounts: The total number of accounts under ownership by this rep
Touched Accounts: The number of accounts this rep owns with at least one activity during the report period
Worked Accounts: The number of accounts this rep owns that have met the relevant activity threshold during the report period
Worked Rate: The percentage of worked accounts out of the total accounts owned by that rep (Worked Accounts / Owned Accounts)
The Currently Owned Accounts table now includes a Coverage column that shows red/yellow/green indicators for every account under that rep's ownership. You can view all owned accounts, or click the Healthy, At Risk, Needs Attention headings to view just the accounts in each category.
Use these color codes in coaching sessions to help reps see where they should focus their time. You can customize the table to include other data from the account record. Add in relevant account scores and sort the table based on score. Reps should spend more time with high-scoring accounts that are currently yellow and red.
Pipeline Overview
The Pipeline Overview dashboard includes a few metrics based on activity thresholds.
The Worked Accounts chart now shows worked accounts according to your activity thresholds. That means the totals that appear in that chart are only the accounts that have met or exceeded an activity threshold during this report period.
The Rep Leaderboard shows worked accounts as well. To see which accounts have gone unworked or barely worked (aka "touched"), drill into the rep reports.
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