Objective
Learn about the various features and settings available for Outreach Insights - Team Performance Overview reporting.
Team Performance has four drop-down items to discover more detailed information:
- Overview
- Emails
- Calls
- Tasks
Overview is the top-level team and user performance management report for ensuring top-level metrics are on track to create pipeline.
Notes:
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- Some settings and features require additional steps for configuration. For more information regarding some of these topics, refer to the Additional Resources section of this article.
- This article references job seniority and job title classifications through Outreach's Machine Learning technology. For more information regarding job title seniority, refer to Outreach Insights Job Title Classification Overview.
- Some classifications (prospect seniority, email sentiment, etc.) may not be available in all Outreach packages.
Applies To
- Outreach Users
Introduction to Team Performance: Overview
Use Case
The Team Performance: Overview report provides the ability to look at inputs taken by users and teams and determine what is leading to positive outcomes. Outreach provides an end-of-current month forecast of booked meetings to provide insight on how a team or rep is pacing, and if they are on or off track.
For the reps/teams that are on track, managers can see key performance indicators such as average contacts per prospect and response times to assess what is working. For reps/teams not on track, managers can leverage key performance metrics to coach behavioral changes that can lead to booking more meetings with the right prospects.
The team Performance report and its metrics are grouped into two categories:
- Meetings - Activities that lead to meetings and creating pipeline
- Email Sentiment - Sentiment analysis on email replies captured through sequences
To Access Team Performance: Overview Reporting
- Access the Outreach Platform.
- In the left navigation, under Reports, click Team performance.
- In the top menu, click Team > Overview.
Note: Reporting provides users with access to many powerful reporting features. For more information regarding these metrics, refer to the applicable content in the Additional Information below.
Filtering Definitions
Outreach provides Users the ability to filter reports to surface specific information. These reports can be filtered as described in the table below.
| Filter | Definition |
|---|---|
| Team |
Displays content grouped by selected Teams.Note: For more information regarding Outreach Teams, refer to the Creating Teams and Applying Team Filters article. If a user was not a member of the team in a given time frame or if the user did not have matching activity given selected filters, they will not show in the report. |
| Users |
Displays content based on selected Users. Note: If the user did not have matching activity given selected filters, they will not show in the report. |
| Hide Locked Users |
Once toggled, it displays content based on active users. Note: Refer to Outreach Seat Management article for more information on locked/active users |
| Meeting Type | Displays content based on selected Meeting Type. Note: For more information regarding Meeting Types, refer to the How To Create a Meeting Type article. |
| Prospect Persona | Displays content grouped by the Persona assigned to Prospects. Note: For more information regarding personas, refer to the How To Create a Persona article. |
| Prospect Seniority | Displays content based on Prospect Seniority classified for Prospects |
| Prospect Department | Displays content based on Prospect Department classified for Prospects |
| Date | Displays content filtered by date:
Note: Task reporting uses due date as the common date to filter on. This differs from other activity reporting (e.g. calls and emails) where the focus is on the date the activity was completed. A focus on due date for tasks enables users to look at task states to understand progress in this workload. |
Meetings Tab (Metrics Definitions)
Review the following information regarding details on metrics:
- Data created prior to a user’s account creation is not included in reporting. This ensures activities and outcomes are effectively measured with a complete data set.
- All activity is rolled up to the user that completed the action. Team attribution is based on the team memberships at the time of the activity in order to understand historical manager performance as users move between teams.
- Emails are only counted if they are connected to a prospect. We include any emails sent through Outreach platform, extension or add-on. This ensures any noise in the email data is eliminated.
- All emails in an email string with replies are counted as activity.
- Prospect counts are based on the original prospect on an email string. Adding in additional prospects to an email string does not increase the prospect contact count.
- All calls are included, even if no prospect is logged on the call. This data set is cleaner than email and doesn’t require the prospect to be present on the record and helps support some calling activities where the prospect is unknown.
- Booked meetings are focused on the activity of sending an invite out to prospects. Scheduled and held counts are available in the Sales Execution Report.
- Metrics focused on unique prospects can create some deltas at the aggregate vs detail level as a single prospect is contacted multiple times across time frames, users and teams. Counts of distinct prospects enables a better understanding of prospect reach across various populations.
The Meetings tab displays meeting metrics as described in the table below:
| Metric | Description |
|---|---|
| Meetings booked |
Total number of calendar invites sent to at least one external guest (regardless of whether or not the invite was accepted).
It includes canceled or deleted meetings. Recurring meetings are only counted once and any meetings booked prior to the user’s account creation are excluded. Note: Both, meetings booked through Outreach and meetings synced to Outreach, are counted in this metric. Data for booked meetings is calculated based on the day the activity was synced to Outreach. Outreach cannot retrieve the original creation date via sync. If syncing is delayed, the booked meeting creation date will be attributed to the delayed timestamp. |
| End of the Month Forecast |
Total number of projected meetings that will be booked by the end of the month. Outreach's machine learning forecasts booked meetings based on the team's current trend and rep activities. For more information, refer to the Forecasting Overview section in this article. Note: This forecast needs at least 1 day of data. Viewing it on the first day of the month may result in a not available message. |
| Prospects Added |
Total amount of prospects sequenced by a user. Note: This is focused on who the sequencer is. |
| Prospects Active |
Total amount of prospects sequenced by a user that is still active in sequence at the time of the refresh of the report. |
| Prospects Contacted |
Total number of unique prospects contacted via email, call, meeting, or task (either inbound or outbound). Deleted emails are included and bounced emails are excluded Note: Depending on how a User filters the Prospect Contacted Dates column, the totals may not equal the summary totals. Example: You filter on the last 90 days. Each individual month has unique Prospects contacted; and the three month total on the left has unique Prospects contacted. The total of months 1, 2, and 3 can be greater than the three month total due to a given Prospect conceivably having been contacted in all three months. On the left, Outreach counts that as one Prospect per month, or 3 total. |
| Meetings Conversion Rate |
Percentage of unique Prospects contacted who were invited to a meeting. This metric displays the total number of unique Prospects a rep contacted that ended up booking a meeting.
|
| Contacts per prospect |
Average number of calls, emails, meetings, or tasks across all contacted Prospects. Emails: Deleted emails are included and bounced emails are excluded |
| Emails delivered |
Total number of emails successfully delivered to prospects.
|
| Outbound calls |
Total number of attempted outbound calls made and logged through Outreach.
|
| LinkedIn tasks completed |
Total number of tasks completed on a given day within the LinkedIn category.
|
| Other tasks completed |
Total number of tasks completed on a given day that are not calls, emails or LinkedIn.
|
|
Current overdue tasks |
Total number of open tasks in an incomplete state and a due date older than 1 calendar day or more.
|
| Response time |
Median time it takes to respond to a call or email after a Prospect has responded, aggregated across all responses rep received. Example: A rep receives a Prospect's reply at 5 PM on Friday. The rep replies to the Prospect at 8 AM the following Monday. The calculated response time is 63 hours. |
Forecasting Overview
Outreach provides Users with end of the month forecasting of booked meetings as described in the table below:
| Frequency | Forecasts are made Daily |
|---|---|
| Forecast horizon | Outreach forecasts the end of calendar month number of meetings booked. Example:
Note: Predictions for other time horizons are not available. |
| Granularity |
|
| Coverage | On each day, forecasts are made for Users if and only if:
|
| Impact of meetings deletion | Users who delete most or all of their historical meetings will affect the daily forecast. The daily forecasts are based on post-deletion meeting counts. Historical predicted numbers would not be updated after deletion. Example: Suppose a User booked 15 meetings between 01/01/23 and 01/15/23, and deleted meetings at the end of the 15th:
|
User and Team Table Pivot
Users can pivot the table view to aggregate by either individual users or teams. The export CSV output will reflect the current view on the table.
Column Customization
Columns can be customized.
- Click on the Customize Columns button located in the top right area of the table.
- Select or deselect the columns you wish to display or hide.
- Save your preferences, and your report will be updated accordingly.
The set as default button will set the current layout as the current for your user.
Metrics Drill Down
Users can click a metric to drill further down into pertinent details.
Note: Access to drill down views built on data science modeling output may depend on your Outreach platform package.
Meetings Booked | End of the Month Forecast
Clicking the Meetings booked | End of the month forecast metric provides Users access to more detail regarding the metric.
A horizontal bar graph displays meetings based on User-defined Meeting Types.
Note: For more information regarding Outreach Meeting Types, refer to the How To Create a Meeting Type in Outreach.
The information below the bar graph displays the subject of the meeting, the host, the date the meeting invite was sent, and the number of guests on the invite.
Content within this display is clickable, providing Users with more information to better support discovery.
Prospect Contacted
Clicking the Prospect contacted metric provides Users access to more detail regarding the metric.
The horizontal bar graph displays a breakdown of Prospects contacted by job title seniority over a period of time. For more information regarding job title seniority, refer to the Outreach Insights: Prospects Seniority and Department Classification article.
The horizontal bar graph displays a breakdown of Prospects contacted by job title seniority over a period of time.
Note: For more information regarding job title seniority, refer to the Outreach Insights: Prospects Seniority and Department Classification article.
Content within this display is clickable, providing Users with more information to better support discovery.
Prospect Meeting Conversion Rate
Clicking the Prospect meeting conversion rate metric provides Users with a breakdown of meeting conversion rate by job title seniority over a period of time.
For more information regarding job title seniority, refer to the Outreach Job Title Classification Overview article.
Contacts per Prospect
Clicking the Contacts per prospect metric provides Users a breakdown of interactions by job title seniority over a period of time.
Content within this display is clickable, providing Users with more information to better support discovery.
Response Time
Clicking the Response Time metric provides Users with a breakdown of response times by job title seniority over a period of time.
Export
Users can click Export to download a .CSV file of the reported content.
Email Sentiment
The Email Sentiments tab provides Users with insight to how emails are performing per rep.
Note: For more information regarding the Email Sentiment Tab, refer to the Outreach Insights Sequence Email Sentiment Classification Overview article.
Additional Information
Outreach University - Outreach Reports
Outreach Insights and Reporting Overview
Outreach Insights and Reporting FAQs
Creating Teams and Applying Team Filters