Engagement stats show how a conversation actually went — who spoke, for how long, and how often the conversation changed hands. This article explains what each stat measures, and what the numbers tend to look like on calls that lead to won deals. It is for reps reviewing their own calls and managers coaching a team.
Open a call and select Statistics to see the stats for that conversation. To see them across a whole team over a date range, use the Dashboard in Team Insights.
What do the numbers mean?
Stat | What it measures | Green | Red |
Talk to Listen Ratio | The share of the call the rep spoke for. Talking less leaves room for the customer to tell you what they need | 65% or less | More than 65% |
Patience | How long the rep waited after the customer finished before speaking. Longer pauses invite the customer to keep going | 0.55 sec or more | Less than 0.55 sec |
Longest Monologue | The rep's longest uninterrupted stretch of talking. Long stretches are where a conversation turns into a presentation | 55 sec or less | More than 55 sec |
Longest Customer Story | The customer's longest uninterrupted stretch of talking. A long answer usually means a real problem is being described | 25 sec or more | Less than 25 sec |
Talking Speed | The rep's average words per minute. Slowing down helps the customer follow and gives them room to interrupt | 170 wpm or less | More than 170 wpm |
Conversation Switches | How many times the conversation changed hands | - | - |
Question Rate | How many questions the rep asked | - | - |
What winning calls look like
These figures come from calls on deals our customers closed as won during 2026. Dialer calls run faster and more talk-heavy than video meetings, so compare yourself against the channel you are on.
Stat | Video meetings | Dialer calls |
Talk to Listen Ratio | 61% | 65% |
Patience | 0.65s | 0.53s |
Longest Monologue | under 55s | under 60s |
Longest Customer Story | 32s | 22s |
Talking Speed | 170wpm | 180wpm |
A high talk ratio is usually one long answer, not constant talking. A single three-minute explanation in a thirty-minute call moves the ratio by roughly ten points. Find your longest monologue on the timeline and look at the question that prompted it — that is normally where the call became a presentation.
A short Longest Customer Story means the questions were closed. Nobody can give a long answer to "does that make sense?". If this stat is low, the fix is in the questions you asked, not in talking less.
Patience is half a second — about one breath. Waiting a single beat after the customer stops often produces a second sentence you would otherwise never have heard. It is the easiest habit here to change and the hardest to catch yourself missing.
Fix these in order, not all at once. On dialer calls, talk ratio and longest monologue are the two that actually separate won deals from lost ones. Start there.