If you aren't recording and analyzing your sales calls, you're flying blind. But with so many metrics available, where do you start? This guide breaks down the essential KPIs.
Talk-to-Listen Ratio
The golden rule: Listen more than you speak. Top performers typically have a 43:57 talk-to-listen ratio. If you're talking 70% of the time, you're pitching, not selling.
Interactivity Score
How often does the conversation switch back and forth? A monologue is a lecture. A dialogue is a sale. High interactivity scores correlate strongly with higher close rates.
Patience
How long do you wait after a prospect finishes speaking before you start? The average is 1.5 seconds. Top performers wait 2.8 seconds. That extra second of silence prompts the prospect to elaborate.