Purpose:
The purpose of this article is to provide information to Outreach Users regarding Outreach Insights’ Team Performance Reports.
Contents:
This article discusses the following:
- Team Performance Report Overview
- Team Performance: Meetings Metrics Definitions
- Meetings Metrics Drill Down
- Team Performance Report: Email Sentiment
- Additional Resources
Intended Audience:
- Outreach Users
Notes:
- This article provides introductory information to Outreach Users regarding the various features and settings available for Outreach Insights - Team Performance Reporting. 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 the Outreach Insights Job Title Classification Overview article.
Team Performance Report: Overview
The Team Performance report provides managers the ability to look at inputs taken by their reps 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 and 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.
Team Performance report and its metrics are grouped into two categories:
- Meetings
- Email Sentiment
Accessing Insights and Reporting:
- Access the Outreach Platform.
- Click the Reports icon (bar graph) on the navigation sidebar.
By default, Users are presented with the Team Performance reporting experience.
Note: Insights and Reporting provides Users with access to many powerful reporting features For more information regarding these insights and reports, refer to the applicable content in the Additional Resources section of this article.
A Note About Sorting and Filtering:
Outreach provides Users the ability to sort and filter reports to surface specific information. These reports can be filtered as described in the table below.
| Filter | Description |
|---|---|
| Team | Displays content grouped by selected Teams. Note: For more information regarding Outreach Teams, refer to the Creating Teams and Applying Team Filters article. |
| Users | Displays content based on selected Users. |
| 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 seniority and department classification |
| Prospect Department | Displays content based on Prospect Department classified for Prospects Prospect seniority and department classification |
| Date | Displays content filtered by date:
|
Meetings Tab (Metrics Definitions):
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). 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. |
| Prospects Contacted | Total number of unique prospects contacted via email, call, or meeting (either inbound or outbound). 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. Note: Outreach only counts unique Prospects. If the same Prospect was invited to multiple meetings, Outreach counts that as 1. |
| Contacts per prospect | Average number of calls and emails across all contacted Prospects. |
| Response time | Median time it takes to respond to a call or email after a Prospect has responded, aggregated across all responses rep received. Note: This metric is on a 24-hour clock; 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 01/01/21 and 01/15/21, and deleted meetings at the end of the 15th:
|
Meetings metrics drill down:
Users can click a metric to drill further down into pertinent details.
Note: Reports take a few seconds to load.
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.
For more information regarding Outreach Meeting Types, refer to the How To Create a Meeting Type in Outreach article.
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 information below the bar graph displays the Prospect name with classified seniority and department info, and the Sequence the Prospect was added to as applicable.
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.
Content within this display is not clickable.
Contacts per Prospect:
Clicking the Contacts per prospect metric provides Users a breakdown of interactions 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.
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.
For more information regarding job title seniority, refer to the Outreach Job Title Classification Overview article.
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.
For more information regarding the Email Sentiment Tab, refer to the Outreach Insights Sequence Email Sentiment Classification Overview article.
Additional Resources:
Outreach University - Outreach Reports
Outreach Insights and Reporting Overview
Outreach Insights and Reporting FAQs
Creating Teams and Applying Team Filters
© 2019 Outreach.io