All Atrium Metrics Catalog by Role, Goals, and Use Case
Card in Fullcast Performance: Gong Longest Monologue card
Overview
Average time of longest monologue (in minutes) across all rep Gong calls during the given timeframe. (Learn more about how Atrium Actions & Objects work to calculate metrics.)
Why It’s Important
This metric provides a measurement of rep effectiveness by monitoring the average longest amount of time the rep speaks continuously, which provides insight into whether that rep was able to keep the prospect engaged throughout the call.
Who It’s Useful For
AEs and AMs and their managers.
Definition
For an individual, the longest continuous amount of uninterrupted talk time in a meeting recorded by Gong, where Gong recommends a range of 2:30mins or less.
What Data is Used
Call data from Gong.
Alerting
Alerting for this card is based on a trailing 30 day timeframe. If at any point a rep’s average monologue time over the trailing 30 day period is significantly above or below the prior average, an alert will appear. Alerts will also show up if a rep’s trailing 30 day average monologue time is significantly above or below his or her peers.
Back of Card
The data on the back of this card shows, for each call logged through Gong, the call title as listed on the meeting, the call date, the call longest monologue, the rep's total talk time, the total talk time of the call, including the prospect/client, and the call role.
How to Use It
A sales manager can use this data as part of an overall coaching picture for where each rep may be doing well or may need to improve. For example, if an AE has a lower interactivity rate from Discovery to Demo than their peers, and they also have a higher average monologue, that may be an indicator that the AE could use coaching on better discovery tactics to elicit more participation from prospects on their calls. Additionally, the metrics help to set goals for team members to drive folks towards more listening, less talking!