Talk Ratio: The percentage of a call the rep is talking vs. listening

Talk ratio is the percentage of a sales call the rep is speaking, with discovery-call optimum around 35–45% and demos around 55–65%.

What is Talk Ratio?

Gong analysed millions of calls and found a clear pattern: on discovery calls, top performers talk 35–45% of the time. On demos, the optimum shifts to 55–65%. Going past 70% on either kills win rates.

Frequently Asked Questions

What is a good talk-to-listen ratio in sales?: On discovery calls, 35–45% rep talk time. On demos, 55–65%. Anything over 70% correlates with lost deals.