Talk-to-Listen Ratio Calculator
Paste a call transcript and find out how much of it was you. Label each line with who was speaking.
Call type
Start each line with Rep: or Buyer:. Unlabelled lines are ignored.
Your ratio
Ideal for a discovery call is 30–45% rep talk time. Discovery is where listening matters most — you are there to learn, not present.
Frequently asked questions
What is a good talk-to-listen ratio in sales?
Around 40% for the rep on a discovery call. Top performers consistently listen more than they talk, because the purpose of the call is to learn what the buyer actually needs.
How do I measure my talk-to-listen ratio?
Record the call, transcribe it, and compare the words spoken by each side. Label each line by speaker and divide your word count by the total.
Is it bad to talk too little on a sales call?
Yes. Very low talk time usually means you are not steering — no framing, no challenge, no clear next step. Listening is not the same as being passive.
Should the ratio change by call type?
Yes. Discovery calls should lean heavily toward listening, while demos naturally require more rep talk time. Closing calls sit in between, since objections need space to surface.
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- Build a roleplay from your scenario
- Practice with AI, voice to voice
- Get instant, structured feedback after practice
- Free to start — no credit card required