Call Analytics: Insights from Every Sales Conversation

Call analytics in Revont gives you a detailed view of what’s happening inside every sales conversation your team has. From talk ratios and question patterns to playbook adherence and prospect sentiment, you can move beyond subjective call reviews and make coaching decisions based on consistent, measurable data across every recorded call.

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The Calls dashboard

The main Calls view is your central hub for browsing and reviewing your team’s recorded calls. Each row in the list includes the following at a glance: Use the filters at the top of the page to narrow your view by date range, individual rep, group, or call outcome. This makes it easy to zero in on a specific rep’s recent calls or pull all discovery calls from the past month in a single view.

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Call-level metrics

Opening a call takes you to that call’s detail page. Select the Insights tab to see the full breakdown of conversation analytics for that specific call.

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Talk ratio

Talk ratio shows the percentage of the call where the rep was speaking versus the prospect. A balanced discovery call typically lands in the 40–50% rep talk time range — enough to guide the conversation without dominating it. Ratios significantly above or below that range often point to specific coaching opportunities.

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Longest monologue

The longest monologue metric surfaces the longest uninterrupted segment by either speaker in the call. Long rep monologues — especially early in a call — frequently indicate missed engagement opportunities where the rep could have asked a question or paused to invite a response.

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Questions asked

This metric counts the total number of questions the rep asked during the call, broken down by type:

• Open questions — Invite elaboration (e.g., “What does success look like for you?”)
• Closed questions — Seek a yes/no or specific answer (e.g., “Do you currently use a CRM?”)

Higher ratios of open-to-closed questions tend to correlate with stronger discovery calls.

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Topic coverage

Topic coverage shows which playbook topics were addressed during the call and in what order they appeared. You can see at a glance whether the rep hit the most important talking points and whether they came up at the right time in the conversation.

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Sentiment

The sentiment indicator tracks how prospect responses shifted throughout the call — moving between positive, neutral, and negative signals. While this is a directional indicator rather than a precise measurement, consistent drops in sentiment at specific moments in calls can reveal patterns worth investigating.

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Filtering and searching

The search bar at the top of the Calls dashboard searches across full call transcripts, not just metadata. Type in a keyword — a competitor name, an objection phrase, or a product feature — to find every call where that term came up. To focus on coaching priorities, filter by coaching score range:

• Set a high range to find calls that went well and can serve as examples or training material
• Set a low range to quickly surface calls that need follow-up coaching

Combine keyword search with score filters to find, for example, every low-scoring call where pricing came up.

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Call scoring

Every recorded call is automatically assigned a coaching score based on how closely the rep followed your team’s playbook. The score reflects:

• Which playbook items were addressed — Did the rep cover the required topics?
• Order of coverage — Were topics addressed in the recommended sequence?

Coaching scores are visible to both reps and managers, so reps can review their own scores after each call and understand where they’re meeting expectations and where they have room to improve. Managers can use scores to prioritize which calls to review and which reps to schedule coaching sessions with.