Meeting Performance Summary: Understanding Your Key Performance Indicators (KPIs)
⚡ Early Access: This feature is in early access. Some details may change as we refine it.
Overview
The KPI Sales Coaching Summary appears in your recap emails after each meeting. It gives you an at-a-glance view of how the conversation went — not just what was said, but how it was conducted. Each KPI is a proven signal of sales effectiveness, helping you identify what is working and where to improve.
💡 Heads up: The target ranges shown below are defaults. Your organization may have customized benchmarks — if your numbers look different, that is intentional.
Your KPIs Explained
Engagement Level
What it measures: Prospect participation and interaction throughout the meeting.
Target range: Buyer talk time greater than 50%, with frequent turn-taking every 2–4 minutes
Why it matters: An engaged prospect is an interested prospect. If the buyer is talking more than half the time and the conversation has regular back-and-forth, it is a strong signal that they are invested in the discussion. Low engagement often predicts stalled deals.
Buyer Sentiment
What it measures: The ratio of acceptance language to resistance language from the prospect.
Target range: Positive (more acceptance than resistance)
Why it matters: Sentiment gives you a read on how the prospect feels about what they are hearing. Positive sentiment - agreement, enthusiasm, forward-looking language - supports deal progression. Negative sentiment - objections, hesitation, pushback - is an early warning sign that needs to be addressed before the next step.
Intro and Agenda Set
What it measures: Whether a clear agenda was stated and aligned on at the start of the meeting.
Target range: Yes / No
Why it matters: Setting an agenda is one of the strongest predictors of meeting effectiveness. When both sides agree on the purpose and structure upfront, the conversation stays focused, time is used well, and the prospect feels respected. Meetings without a clear agenda tend to drift and end without clear outcomes.
Next Steps and Action Items
What it measures: Whether a concrete next step was agreed upon verbally during the meeting.
Target range: Yes / No
Why it matters: Deals move forward when next steps are clear and committed to in the moment. A vague follow-up is not the same as a confirmed next step. This KPI measures whether the deal has real momentum or is at risk of going dark.
Next Meeting Scheduled
What it measures: Whether a follow-up meeting was booked before the call ended.
Target range: Yes / No
Why it matters: Scheduling the next meeting on the spot is one of the clearest indicators of forward momentum. When the next meeting is not booked, the deal relies on follow-up emails and calendar coordination - both of which introduce friction and risk. Getting it on the calendar while both parties are engaged dramatically increases the chances of the deal progressing.
Talk-to-Listen Ratio
What it measures: The percentage of meeting time the selling team is speaking.
Target range: 45–55%
Why it matters: The best sales conversations are dialogues, not monologues. If you are talking more than 55% of the time, you may be pitching too hard and not leaving enough space for the prospect to share their needs, concerns, and buying signals. Aim for a balanced exchange where the prospect feels heard.
Question Rate
What it measures: The number of questions asked by the selling team per minute.
Target range: 0.3–0.4 (roughly one question every 3 minutes)
Why it matters: Questions drive discovery. Top-performing discovery calls consistently show higher question rates than average calls. Asking the right questions at the right pace keeps the prospect engaged, uncovers pain points, and builds trust - without making the conversation feel like an interrogation.
Longest Monologue
What it measures: The longest stretch of uninterrupted talk time by the seller.
Target range: Under 90 seconds
Why it matters: Long monologues signal one-way communication. When a seller talks for more than 90 seconds without pause, prospects disengage - they stop absorbing information and start waiting for a turn to speak. Shorter, more focused statements are more persuasive and keep the conversation dynamic.
Avg. Talking Speed
What it measures: Words per minute, averaged across the selling team during the meeting.
Target range: 140–160 WPM
Why it matters: Pace affects how confident and credible you sound. Speaking too fast can signal nervousness and make it hard for prospects to follow. Speaking too slowly can lose their attention. The 140–160 WPM range is associated with clear, confident communication that builds trust.
How to Use Your KPI Summary
After each meeting, review your KPI summary with these questions in mind:
- Which KPIs are in range? Reinforce those behaviors.
- Which KPIs are off? Identify one specific thing to adjust in your next call.
- Are there patterns across multiple meetings? Consistent gaps are coaching opportunities.
The goal is not to hit every target every time - it is to build self-awareness and continuously refine how you show up in front of prospects and customers.