Coaching insights for managers

Revian's coaching insights help sales managers identify patterns in their team's calls and provide data-driven feedback. Instead of relying on gut feelings or listening to hours of recordings, you can quickly see metrics that matter and spot coaching opportunities.

Talk time analysis

Talk ratio measures how much of the call your rep speaks versus how much the prospect speaks. Research suggests that the most effective sales calls have the prospect talking more than the rep, especially during discovery calls.

Revian calculates talk time for every call and shows you:

• Talk ratio: Percentage of time each speaker talked
• Longest monologue: The longest uninterrupted stretch of talking
• Average speaking turn: How long each person typically speaks before the other responds

You can view talk time for individual calls or see averages across all of a rep's calls over time. Look for reps who consistently dominate conversations. They may need coaching on asking more questions and letting prospects share their challenges.

Question count tracking

Great salespeople ask great questions. Revian counts questions in every call and categorizes them by type:

• Open-ended questions: Questions that invite detailed responses
• Closed questions: Yes/no or single-answer questions
• Clarifying questions: Questions that dig deeper into something the prospect said
• Leading questions: Questions that suggest an answer (often worth coaching on)

Track question counts over time to see if reps are improving their discovery skills. Top performers typically ask more open-ended and clarifying questions while avoiding too many leading questions.

Objection tracking

Revian identifies objections raised by prospects and categorizes them automatically. Common categories include:

• Pricing and budget concerns
• Timing and urgency issues
• Competitive comparisons
• Technical or integration concerns
• Internal stakeholder resistance

The coaching dashboard shows which objections each rep encounters most frequently and how they handle them. Look for patterns. If one rep faces more pricing objections than others, they might be qualifying differently or targeting the wrong prospects.

Rep comparison and benchmarks

The team dashboard lets you compare metrics across your entire team. See how each rep stacks up on:

• Average talk time ratio
• Questions per call
• Objection frequency
• Call duration trends
• Sentiment scores

Benchmarks help you set realistic expectations. You can see the team average for each metric and identify who is above or below. This makes it easier to recognize top performers and focus coaching time where it will have the most impact.

Using insights in 1:1s

The best way to use coaching insights is in your regular 1:1 meetings with reps. Here is a suggested approach:

1. Review the metrics beforehand: Spend 5 minutes looking at the rep's call data from the past week
2. Identify one or two focus areas: Pick specific metrics that could improve
3. Find example calls: Use the search and filter tools to find calls that illustrate the coaching point
4. Listen together: Play the specific moment from the call and discuss what worked or could be improved
5. Set a goal: Agree on a measurable target for the next week

Avoid overwhelming reps with too many metrics at once. Focus on one skill at a time and track progress over multiple weeks.

Advanced metrics (Ultimate tier)

Teams on the Ultimate plan get access to additional coaching metrics that provide deeper insight into call quality.

Rapport time

Measures how much time is spent on rapport building at the start of calls. This includes small talk, personal connection, and warm-up conversation before diving into business topics. Reps who skip rapport building often have lower engagement and trust with prospects.

Active listening signals

Tracks verbal signals that indicate active listening, such as:

• Acknowledgment phrases ("I understand," "That makes sense")
• Paraphrasing what the prospect said
• Asking follow-up questions based on prospect statements
• Appropriate pauses after the prospect finishes speaking

Filler word frequency

Counts filler words like "um," "uh," "like," and "you know." High filler word usage can indicate nervousness or lack of preparation. Tracking this metric helps reps become more aware of their speech patterns.

Energy and pace analysis

Analyzes speaking pace (words per minute) and energy level (based on tone and emphasis). Reps who speak too fast may overwhelm prospects, while those who speak too slowly may lose attention. The ideal pace varies by context, but awareness of these patterns helps reps adjust.