Account Plan Template
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Gong Recordings

Review Gong Recording & Insights related to Acme Corp.
Acme Corp Calls
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Account
Started
Duration
People
Our Talk Ratio
Interactivity
Question Rate
Call Notes
Acme Corp Enterprise Renewal - 2022 Close Date: 10/1/2022 Amount: $350,000
4
4/25/2022
37 mins
EG
VM
34%
7.3
36
Open
4/26/2022
24 mins
SC
ZO
EG
74%
2.1
12
Open
4/26/2022
132 mins
EG
NS
48%
8.7
41
Open
4/26/2022
9 mins
SC
EG
AD
41%
5.4
35
Open
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Gong Definitions
Patience
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.
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.
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.
Talk Ratio
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.
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.
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!
Interactivity
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.
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.
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!
Question Rate
Overview
Average of number of questions asked by the rep per hour of Gong talk time.
Why It’s Important
This metric provides a measurement of rep effectiveness by analyzing the average number of questions asked by the rep in an hour of recorded Gong talk time, which provides insight into how well that rep was able to keep the prospect engaged throughout the call.
Definition
For an individual, the number of questions asked by the rep per hour of recorded Gong talk time, where Gong recommends 18 or more questions asked.
How to Use It
AE managers should use this to ensure reps are eliciting information from their prospects. Best practices show that successful reps ask 18 or more questions per hour of talk time, however, keep in mind this metric is more of a "Goldilocks" metric where too many questions asked within an hour can negatively impact sales effectiveness as well.
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