Link: Gong Talk Ratio card
Overview: Percentage of total call time that the sales rep was talking.
Why it’s important: This metric provides a measurement of rep effectiveness by indicating the proportion of time a rep spends speaking in a meeting, which also gives information about how well that rep was able to engage the prospect to participate.
Who it’s useful for: AEs and AMs and their managers.
Definition: For an individual, the percentage of speaking time in a meeting recorded by Gong, where the goal is generally a lower talk time percentage.
What data is used?: Call data from Gong.
Alerting: Alerting for this card is based on a trailing 30 day timeframe. If at any point a rep’s talk ratio over the trailing 30 day period is significantly above or below the prior average, an alert will appear. Alerts will also show up if a rep’s trailing 30 day talk ratio is significantly above or below his or her peers.
Back of Card: The data on the back of this card shows, for each call logged through Gong, the call title as listed on the meeting, the call date, the individual's talk time, the total call time, the talk ratio, whether the individual was a meeting host or speaker, and which associated call system the meeting was hosted on.
How to use it: A sales manager can use this data as part of an overall coaching picture for where each rep may be doing well or may need to improve. For example, if an AE has a lower conversion rate from Discovery to Demo than their peers, and they also have a higher Talk Ratio, that may be an indicator that the AE could use coaching on better discovery tactics to elicit more participation from prospects on their calls. Additionally, the metrics help to set goals for team members to drive folks towards more listening, less talking!