Article · 12 min read

The 7 sales analytics metrics that enhance team performance

Jonathan Costet · Gong Labs Free Intermediate

For each metric it names the underlying behaviours you can actually coach, which is what turns a dashboard into a management action rather than a monthly lament.

• Top B2B reps talk about 43 percent of a call, while most reps talk 65 to 75 percent.
• Deals without the decision maker involved are 80 percent less likely to close; for enterprise deals over 90 days and 100k, 233 percent less likely.
• Win rates run 10 percent higher when pricing comes up on the first call, and top reps raise it in the 38 to 46 minute window.
• Closed-won deals average about 8.21 emails a week against 1.87 for closed-lost, and ROI language in cold email cut success 15 percent across 132,552 emails.