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Talk/listen ratios in sales

I work for a conversation intelligence startup and one of the things that most managers, VP's of sales and Directors seem to care about is talk/listen ratios.


I get how it sounds like the right thing to do: listen more than you talk. But how many of y'all think that's an indicator of a good sales call or a bad sales call?

Talk/listen ratio is a metric to keep track of and take seriously?
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๐Ÿ‘‘ Sales Strategy
๐ŸฅŽ Training
๐Ÿ“ฃ Demos
4
LordBusiness
Politicker
+7
Chief Revenue Officer
If you are speaking more than 65-70% of time, Iโ€™d be willing to bet your close rate Is struggling,ย 
MajorB
WR Lieutenant
+3
AE
Agree
antiASKHOLE
Politicker
+8
Inside Sales Lead
This goes with anything. The best leaders are the best listeners.ย 
CadenceCombat
Tycoon
+13
Account Executive
Itโ€™s definitely a good metric to track but this data point alone wonโ€™t tell you how effective a sales call is... but if youโ€™re talking 90% of the time and your prospect is only talking 10% of the time, you done goofed wether you realize it or not.

Especially during a discovery call, you should really be shooting for 50/50 talk ratio.
NorthernSalesGuru
Politicker
+5
Account Executive
Itโ€™s a great metric.ย 

That said, itโ€™s totally situational (in my opinion) given that there are different sorts of calls in a sales cycleย 
BillyHoyle
Tycoon
+10
Senior Account Executive
Gong is the Billy Bean of Sales
TheDragon
Good Citizen
+1
CVO
Depends on the sales call. In the industry I work in, itโ€™s not just one call. And if the client asks a question you have to be prepared to give a ton of in-depth information, so naturally youโ€™ll be talking more. Coming up with a metric on WHEN to talk would be much more effective.ย 
softwarebro
Politicker
+4
Director of Sales
Always be listening
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verbalzzzzzz , ย  BCD , ย  sam ย  and 26 people voted
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