Outreach makes it easy to gain actionable insights at a glance. The Team Performance Dashboard provides an intuitive, and comprehensive reporting dashboard for managers and reps to view their team and individual top line performance metrics. Managers can identify the health of the business and performance gaps between reps, to better determine which actions to double down on or which reps need more coaching. Individual reps can measure their performance in the same lens of their managers, making conversation more engaging, actionable, and transparent.
The team dashboard includes two tiles: “What activities has my team completed?” and “Which sequences lead to booked meetings?”.
“What activities has my team completed”
This chart shows a list of activities that the team has completed. On the top of the chart, you have the option to filter by all activities, calls, and/or emails.
Next to the activity filter is the date filter. With the date filter, you can filter activities by a few preset options: yesterday, today, last week, this week, last month, or this month.
Finally, you can sort the chart by different groups of users. These options include: you, everyone, specific users, or specific teams.
On the far right hand side of the chart, you have the option to download the chart data.
Each column header has a sorting option. If, for example, you want to sort by who has the most overdue tasks, you’d click on the “overdue tasks” header to sort the field in ascending or descending order.
Understanding the Activity Metrics
Most metrics have a tool tip that you can hover over for more information:
- Email - Count of mailings delivered within the specified time period
- Calls - Count of outbound calls attempted, including calls not answered, within the specified time period
- Active Prospects - All prospects active in sequence owned by user within the specified time period
- Active Accounts - All accounts that have prospects active in sequence owned by the individual or group selected
- Prospects Added - all prospects that have been added to the sequence by the individual who initiated the addition
- Overdue Tasks - All tasks that are more than 24 hours overdue from the specified time period
At what point is a prospect considered "active"?
If a prospect is active in at least one sequence.
What is considered an "active" account?
A minimum number of 1 active prospects will produce 1 active account.
What is the timeframe for prospects to be considered "added" to the sequence?
This calculation is based on the time filter. For example, if you have the report filtered by "week," you would see prospects added to a sequence over the past week, that were not previously added to a sequence prior to the filter's constraints.
Are pending prospects considered "added" or do they need to be active in the first step of the sequence?
Prospects need to be active in the sequence. Pending prospects are not included because they have not yet been added to the first step of the sequence
Do we only count calls where there was a connection (someone picked up)? Or do we count all call attempts even if there was no answer and no voicemail left?
The number on the "all activities" tile of the Team Performance Dashboard shows attempts. Within the call insights view, we show attempts and connections. Connections are reported as calls > 1m in duration.
Do we count it if a voicemail was left?
We only look at duration, not events. If the call duration is > 1 minute, we make a connection.
“Which sequences lead to booked meetings?”
This chart shows a list of all sequences, breaking down information by the number of meetings booked through Outreach that can be attributed to a sequence (more information below). In addition, the chart includes data on the open rate, click rate, and reply rate of the sequences.
Similar to the activity chart, you have the option to sort each column header. If, for example, you want to view sequences with the highest reply rates, you can click on the “reply rate” header to sort the field in ascending or descending order.
Understanding the Sequence Booked Metrics
- Booked meetings - Number of prospects that had accepted or created meetings attributed to last touch sequence for the prospect
- Open rate - Sum of all opens / sum of all deliveries
- Click rate - Sum of all clicks / sum of all deliveries
- Reply rate - Sum of all replies / sum of all deliveries
For example, sequence A has 4 email steps. All 4 emails are delivered, but there are only 2 opens, 1 click, 0 replies. This would produce the following:
- Open → 50%
- Clicks → 25%
- Replies → 0%
Are we limiting attribution to meetings booked if the last touch was over x days/weeks/months ago?
Last touch attribution for a sequence is not time bound.
How does a booked meeting get associated to a sequence? Is it based off time? Do we have a time limit in place?
If the meeting is booked while a prospect is in a sequence, we will attribute the booked meeting to that sequence. If a meeting is booked and the prospect is not active in a sequence, we will look at the last sequence they were in and apply a last touch attribution method, attributing the booked meeting to the last touched sequence.
Does it only include meetings booked through Outreach Meetings? Or does it include any meeting booked with a prospect (sync in through gcal or outlook cal)?
Both Outreach meetings and synced calendars