Conversation Metrics
Rafiki AI tracks conversation metrics for every meeting to help you evaluate and improve sales call quality. These metrics are available at the individual meeting level and aggregated across your team in Analytics.
Metrics Explained
Talk-Listen Ratio (Recommended: 40-60%)
The percentage of time the rep speaks versus listens during the call. A balanced ratio indicates the rep is engaging the prospect in a two-way dialogue rather than dominating the conversation. Ratios above 60% suggest the rep is talking too much; below 40% may indicate the rep is too passive.
Longest Monologue (Recommended: 100-200 seconds)
The longest uninterrupted speaking segment by the rep. Excessively long monologues can cause prospects to disengage. Keep monologues concise and check in with the prospect regularly.
Longest Story (Recommended: 100-200 seconds)
The longest continuous narrative told by the rep. Similar to monologue, this measures storytelling segments specifically.
Patience (Recommended: 1-3 seconds)
The average time the rep waits after the prospect finishes speaking before responding. Higher patience indicates active listening and gives the prospect space to elaborate. Consistently low patience (under 1 second) suggests the rep is interrupting or not fully processing what the prospect said.
Interactivity (Recommended: 5-10 switches per minute)
The number of speaker switches per minute during the conversation. Higher interactivity means a more dynamic, engaging exchange. Low interactivity indicates one party is doing most of the talking.
Rep Question Rate (Recommended: 30-60%)
The percentage of the rep's statements that are questions. A healthy question rate indicates good discovery behavior — the rep is asking open-ended questions to understand the prospect's needs rather than pitching features.
Prospect Question Rate
The percentage of the prospect's statements that are questions. A higher rate often indicates strong interest and engagement from the buyer.
Where to View Metrics
Per meeting — In the left column of the Meeting Detail View, below the speaker timeline
Across your team — In Analytics > Interaction Metrics tab (scatter plots per metric with recommended range bands)
Using Metrics for Coaching
Metrics provide objective data points for coaching conversations. Instead of vague feedback like "listen more," you can say "Your talk ratio averaged 72% this month — let's work on asking more discovery questions to bring it closer to the 40-60% range."
Use the Analytics > Interaction Metrics scatter plots to compare reps against each other and identify who needs coaching on which specific behaviors.