Overview: Gong rating of how frequently the speaker switches based on a score of 0-10.
Why it’s important: This metric provides a measurement of rep effectiveness by analyzing the frequency with which the speaker switches on a call and assigning a score, which provides insight into how well that rep was able to keep the prospect engaged throughout the call.
Who it’s useful for: AEs and AMs and their managers.
Definition: For an individual, the interactivity score assigned based on speaker changes in a meeting recorded by Gong, where the goal is generally a higher interactivity score. According to Gong, the recommended rating is 5 or more.
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 average interactivity score 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 average interactivity score 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 call interactivity score, the call role of the rep, and the call host.
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 interactivity 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!