How to Use Conversation Analytics in GTM One

Learn how to filter, read, and export conversation metrics for your reps.

Overview

Analytics is a dashboard of conversation metrics for your reps. It shows how many meetings they ran, how long they talked, how often they set next steps, and more. Use it to compare reps and teams, spot coaching opportunities, and see how conversation habits change over time.

A filter bar at the top of the page controls which conversations are counted, and every chart on the page follows those filters. Each metric has its own card. The cards load separately, so some charts can appear before others.

Open Analytics

Analytics is not in the left navigation panel. You open it with its page address.

1. In your browser, go to your GTM One address followed by #/analytics (e.g., gtm.zoominfo.com/#/analytics).

The filter bar sits under the page title, and the metric cards fill the rest of the page, two across on a wide window.

The Analytics page with the filter bar at the top and metric cards below it.

Read a Metric Card

Each card shows the metric name and a short line describing what it measures. The dashboard includes these metrics:

• Meetings: The total number of meetings per rep.
• Meeting Duration: The sum of meeting duration per rep, in hours.
• Engaging questions: The median number of engaging questions asked in meetings.
• Next Steps: The percentage of meetings that include next steps.
• Accounts Touched: The total number of accounts with activity per rep.
• Talk-Listen Ratio: The median talk-to-listen ratio in meetings.
• Talking Speed: The median speech rate in meetings, in words per minute.
• Time Spent On Demos: The median time spent demoing the product in meetings, in minutes.
• Time Spent On Slides: The median time spent showing slides in meetings, in minutes.
• Longest Monologue: The median duration of the longest monologues in meetings, in seconds.
• Patience: The median wait time between asking an engaging question and getting a response, in seconds.
• Filler Words: The average number of filler words per minute in meetings.

Under the metric name, a line shows how many meetings the number is based on (e.g., Based on 140 meetings). When some meetings in the date range were left out, it reads Based on 140 out of 300 meetings instead. Hover over the info icon beside it to see which meetings are counted. Only meetings longer than five minutes with external participants are included.

Where a metric has them, an Average chip and a green Recommended chip appear on the same line. The Recommended chip shows the suggested range for that metric.

Filter the Conversations Counted

Each filter in the filter bar changes every chart on the page.

Filter by Team

1. Click Team in the filter bar.
2. Type in the search box to find a team.
3. Select the checkbox next to each team you want to include. When you aren't searching, selecting a team also selects the teams under it.
4. Click Apply.

You can select up to 50 teams. If you select more, Apply is unavailable and the message "Cannot select more than 50 teams" appears.

After you apply a team, a message may appear under the filter:

• "Loading team members…" The team's members are still loading.
• "Failed to load team members — charts show unscoped data" The members could not be loaded, so the charts count everyone. Try applying the team again.
• "Selected team has no members — charts show previous data" The team has nobody to count, so the charts keep the figures they showed before. Choose a different team.

Filter by Recording Date

The page opens on the past month.

1. Click Recording Date in the filter bar.
2. Click the Range dropdown and select Current, Past, or Custom Date.
3. If you selected Current or Past, click the Period dropdown and select Week, Month, Quarter, Year, or Fiscal Year. If you selected Custom Date, click a start date in the calendar and then click an end date.
4. Click Apply.

The selected date range appears at the top of the panel. For a custom date range, Apply stays unavailable until you have picked both a start date and an end date.

Filter by Stage at Time of Call

Use this filter to count only conversations that happened while the opportunity was at certain stages.

1. Click Stage at Time of Call in the filter bar.
2. Type in the search box to find a stage.
3. Select the checkbox next to each stage you want to include.
4. Click Apply.

To count every stage, select All or click Clear All before you click Apply. If you close the list without clicking Apply, your changes are discarded. The filter shows All, the name of the stage you picked, or the number of stages selected (e.g., 3 selected).

Filter by Amount

Use this filter to count only conversations on deals of a certain size. The page opens on deals over $0.

1. Click Amount in the filter bar.
2. Click the Condition dropdown and select Over, Under, or Between.
3. Enter the dollar amount. For Between, enter a minimum and a maximum amount.
4. Click Apply.

Filter by Dialer Disposition

Use this filter to count only calls that ended with particular dispositions.

1. Click Dialer Disposition in the filter bar.
2. Type in the search box to find a disposition.
3. Select the checkbox next to each disposition you want to include.
4. Click Apply.

To count every disposition, select All or click Clear All before you click Apply.

Choose a Conversation Type

The page opens on meetings.

1. Click Conversation Type in the filter bar.
2. Click Meeting or Dialer.

The panel closes as soon as you choose, and the charts update.

Break Out the Results

1. Click the View By People dropdown and select By Rep, By Team, or All.
2. Click the View By Outcome dropdown and select None, By Stage, or By Won / Lost.

View By People controls whether each chart shows a row per rep, a row per team, or one combined result. It starts on By Rep. View By Outcome splits the same numbers by stage or by won and lost deals. It starts on None.

Restore the Default Filters

1. Click Restore Defaults at the end of the filter bar.

Every filter goes back to how it was when the page opened.

Switch Between Bar and Line Charts

Each card starts as a bar chart of the current totals. You can switch a card to a line chart to see the metric over time.

1. Click the line chart icon in the top-right corner of a card.

To go back, click the bar chart icon next to it. Each card switches on its own, and the line chart loads the first time you open it.

Export a Metric to CSV

1. Click the download icon (Download CSV) in the top-right corner of a card.

The icon appears once the card has figures to export. The CSV always contains the bar chart figures, even when the card is showing the line chart.

If a Chart Doesn't Load

• No data available: No conversations match the current filters for that metric. Try a wider date range or fewer filters.
• Unable to load this chart: The figures for that card could not be loaded. Refresh the page to try again.

The rest of the dashboard keeps working when one card has a problem. If a card keeps failing to load, contact your ZoomInfo admin or account team.

Resources

• Overview of Meetings in GTM One
• How to Use the Coaching Dashboard in GTM One