Sales Engagement Activity utilizes your CRM’s activity data to identify the number of accounts that have shown any level of engagement (response) to tactics launched through CRMs (or other external sales-related systems that log activities in CRM objects).
The CRM activity types that are considered as Sales Reach versus Sales Engagement are unique to each customer, based on the mappings configured during the initial onboarding process with their Customer Success and Technical Success representatives.
Sales Engagement
Depending on your configurations, the following activity types may be considered as Sales Engagement:
Email clicks, opens or replies
Calls answered
Attended meeting
Sales Reach
Depending on your configurations, the following activity types may be considered as Sales Reach:
Sent an email
Made a call
Left a voicemail
Added user to CRM Campaign
Top Sales Campaigns will display the top CRM Campaigns based on number of accounts that had any type of response to those Campaigns based on the above definitions.
FAQs
Can I view Sales Engagement or Sales Reach metrics at the segment level?
Yes, these metrics are available in two views: on the main Dashboard, as well as when viewing Behavioral Analytics for a specified Segment.
Can I see the set of Accounts corresponding to these Sales Engagement or Sales Reach metrics?
No, at this time, we are only able to display the number of Accounts with Sales Engagement or Reached by Sales, and we do not have a view that shows the names of those Accounts.
Why don’t I see any of these metrics in the platform?
These sections will only be visible to customers with an active Predictive model. If you see these sections but lower levels of activity than you would expect, you may need to discuss with your Customer Success and Technical Success representatives to confirm that 6sense is processing each CRM Activity Type as expected.
When I view the Behavioral Analytics for a specified Segment, for what time period can I see Sales Engagement data?
At the time that your predictive models go live, you will be able to see the most recent 6 months of Sales Engagement data.