On every sales call, Copilot (formerly Wingman) automatically analyzes some key metrics that help you understand call dynamics and identify winning sales behaviours.
For sales managers, key call metrics help you identify patterns and behaviors on calls that win deals—by individual reps or on a team level. This means more accurate and personalised sales coaching for reps, better calls and more revenue.
One of the most talked about is the T/L ratio and rightfully so as it a quick barometer of call dynamics.
If we are taking an example of a typical sales call it depends on what kind of call was that a scheduled demo call, discovery call, cold call etc., who you were selling to, what you are selling and what’s your selling motion.We can’t just blindly trust the research that there should be a 80:20 or 60:40 rule.
So, the Wingman talk-to-listen ratio is really dynamic/unique to each customer based on how their overall team is doing (We do that by looking at the percentile of calls in a range). So, if most of the calls for your team have a T/L ratio in the range of 50-70%, anything below that would be good/green and anything above would be bad/red.
Now, go motivate your reps to be on the good side of this ratio and give yourself a pat on the back when you see a boost in the win-rates :)