If you’re responsible for making sense of sales performance, you know the drill: everyone wants numbers, insights, and next steps—but no one wants to spend days buried in spreadsheets. This guide is for sales leaders, operations folks, and anyone who needs to wrangle Modjo data into something that actually helps during quarterly reviews. We’ll cover exactly how to export, prep, and analyze Modjo data without losing your mind (or your weekend).
Step 1: Decide What You Actually Need
Before you even open Modjo, ask yourself: What questions are you trying to answer? Don’t just export everything and hope for the best.
Typical questions for quarterly reviews: - How many calls did each rep make? - What’s the talk-to-listen ratio? - How long are successful calls? - Are key topics or products actually being discussed? - Who’s consistently booking meetings or moving deals forward?
Pro tip: If your boss wants “all the data,” push back. The more you extract, the more noise you’ll have to cut through later.
Step 2: Exporting Data from Modjo
Let’s get practical: Modjo isn’t Salesforce. The export process is straightforward, but there are quirks.
2.1. What You Can Export
- Call logs: Date, duration, participants, outcomes
- Transcriptions and topics: If enabled (and if you have the right permissions)
- Rep stats: Number of calls, talk ratios, etc.
2.2. How To Export
- Log in to Modjo. Go to the “Calls” or “Analytics” section.
- Set your filters. Choose the quarter, team, rep, or segment you care about. Get this right—otherwise, you’ll pull way too much data.
- Look for the download/export button. Usually it’s a CSV export icon or a “Download” menu at the top right.
- Select export options. Some versions let you pick which columns to include. Stick to what you actually need (see Step 1).
- Download the file. It’ll usually be a CSV, which plays nicely with Excel and Google Sheets.
Heads up: Exports can be slow if you pull a ton of calls. If it fails or takes forever, try smaller date ranges or fewer columns.
What doesn’t work: Don’t expect exports to include audio files or proprietary analytics dashboards. You’re mostly getting raw call data and some basic stats.
Step 3: Clean Up Your Data
No matter how clean the export looks, there’s always something funky: weird characters, blank columns, or inconsistent names. Don’t ignore this—bad data leads to bad analysis.
3.1. Open and Inspect
- Use Google Sheets or Excel. Open your CSV and scan the first few rows/columns.
- Look for obvious junk: blank columns, duplicate rows, columns with “N/A” everywhere.
3.2. Common Fixes
- Remove extra columns you won’t use (like “internal ID” or “call URL” if you’re not listening to recordings).
- Standardize rep names. Sometimes “John Smith” is also “J. Smith.” Clean that up.
- Fix date formats. Make sure all dates are in the same format, ideally YYYY-MM-DD.
- Handle missing data. Decide: fill blanks with zeros, “Unknown,” or just delete those rows.
Don’t overthink it: If you’re not going to use a column, delete it. The more you trim now, the easier your analysis will be.
Step 4: Analyze Core Metrics (Without Getting Lost)
Let’s focus on numbers that actually matter in reviews. Forget vanity metrics—stick to what helps you coach reps or spot trends.
4.1. Volume Metrics
- Total calls per rep: Simple sum by name.
- Average call duration: Useful for seeing who’s actually having conversations, not just dialing.
4.2. Quality Metrics
- Talk-to-listen ratio: Most teams shoot for 45–55% talk time. Outliers deserve a closer look.
- Outcome rates: How many calls led to meetings, proposals, or pipeline movement?
- Topic coverage: Did reps actually discuss the right products or pain points? (Only if your Modjo plan includes topic tracking.)
4.3. Team vs. Individual Performance
- Benchmarks: Compare each rep to the team average, not just to the top performer.
- Trends across the quarter: Are calls getting longer/shorter? Are outcomes improving or slipping?
How to do this: - Use pivot tables (Google Sheets: Data > Pivot Table) to break down calls by rep, outcome, or week. - Use conditional formatting to highlight outliers (e.g., reps with much lower call counts).
Step 5: Visualize (But Don’t Overdo It)
Charts help in meetings, but most people overcomplicate this part.
What works: - Bar charts for calls per rep - Line graphs for trends over the quarter - Pie charts only if you have 2–4 clear categories (otherwise they’re a mess)
What to skip: - Heatmaps, scatter plots, or anything that needs a legend to explain. Save those for analytics nerds.
Most of the time, a couple of simple charts will do the trick. Don’t waste hours making things pretty if no one will look at them twice.
Step 6: Find (and Flag) the Stories
This is where you actually add value—pulling out the “so what?” from the numbers.
Look for: - Consistent top/bottom performers: Anyone who’s way above or below average? - Trending up or down: Any reps improving dramatically, or sliding? - Process issues: Are certain call types always unproductive? Does a team make a lot of calls but book few meetings?
Write down your takeaways. Bullet points are fine. Don’t just read stats—explain what’s working, what isn’t, and what needs attention.
Step 7: Prep for the Review Meeting
All your hard work can go to waste if people tune out. Keep your outputs simple.
- One-pager summary: Main numbers, 2–3 key charts, and bullet-point insights.
- Raw data backup: Keep your cleaned spreadsheet handy in case someone asks, but don’t lead with it.
- Action items: For each takeaway, suggest a next step (e.g., “Rep X to shadow Rep Y on discovery calls”).
Be honest. If something in the data looks odd or incomplete, say so. It’s better than pretending everything is perfect.
What to Ignore
- Overly granular call data: No one cares how many calls were between 2:02 and 2:04 PM.
- “AI-powered” insights: Unless you trust and understand exactly how Modjo’s AI flags things, don’t base decisions solely on it. Use it as a hint, not gospel.
- Presentation bloat: No one has ever said, “I wish that sales review deck had more slides.”
Keep It Simple, Iterate Often
Quarterly reviews shouldn’t be a data circus. Decide what matters, pull just that data, and focus on clear takeaways that help your team improve. Each quarter, tweak your process: trim what you didn’t use, add what was missing, and keep making it easier on yourself.
You don’t need a PhD in analytics to get Modjo data working for you—just a clear plan, a decent spreadsheet, and a bias for action.