Link: Gong Patience card
Overview: Average amount of time, in tenths of a second, that the rep waits to begin speaking once the prospect has finished speaking.
Why it’s important: This metric provides a measurement of rep effectiveness by monitoring how long the rep waits to respond to the prospect, the idea being that this ensures adequate thought is put into how to respond before doing so.
Who it’s useful for: AEs and AMs and their managers.
Definition: For an individual, the average amount of time the rep waits to speak once the prospect has finished speaking, where Gong recommends that the wait time is between 0.6 and 1 second.
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 patience rate 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 question rate 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 patience rate, the call's longest monologue, the call interactivity score, the call question count, the rep's talk time, the total talk time of both parties on the call, and the call host.
How to use it: This card in combination with the other Gong cards can be used to assess a sales reps overall effectiveness in leading meetings with their prospects. For example, a sales rep with a low amount of Patience time and a high Talk Ratio time may be jumping in too quickly rather than giving the prospect time to gather their thoughts.