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How to analyze the impact of conversation topics in calls on the conversion rate?
How to analyze the impact of conversation topics in calls on the conversion rate?
Celeste avatar
Written by Celeste
Updated over a week ago

Thanks to Modjo, you can understand what makes the difference on your closing.

More precisely, you'll be able to analyze which topics of conversation are more or less predominant in these exchanges, and thus understand what makes the difference.

Some examples :

  • My top-performing salesrep talks more about offer C than the others. I'm going to listen to a few calls and certainly encourage my other salespeople to do the same.

  • My lowest-performing salesrep has the fewest "next steps" in his calls. I'll be able to target my 1 to 1 coaching with him.

For a precise analysis, don't hesitate to personalize your topics and adapt them to your sales cycles and market. Here's how to proceed.

Once you have customized your topics, you can analyze your conversations. Here are a few examples

1. Understand the differentiating markers of your top and lowest performers

  • Go to analytics tab.

  • Select the Topics tab.

  • In the search filters on the left, select your team

Here you will have a view of the topics in descending order, allowing you to analyze the most mentioned topics in conversations by team.

If you click on the bar of a conversation topic, the column on the right, 'By team member,' will be updated.

To go further, you can select team members based on their performance using the 'user' filter


2. Understand the differentiating markers of your won and lost deals.

  • Go to analytics tab and select the Topics tab.

  • In the search filters on the left, select your team.

  • Then select "close won" or "close lost" in the "Deal status" filter.

Modjo Tips 1 : To go even further, you can also analyze the topics present at different points in your sales cycle (lost or won) by filtering on the "Deal stage" filter.

Modjo Tips 2 : Don't hesitate to analyze the less common topics, as this can help you draw conclusions too :)

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