If you've got a sales team, you know the drill: a small group of reps crushes quota, a few tread water, and the rest are somewhere in between. The problem isn’t a lack of data—most teams are drowning in it. The real challenge is figuring out what actually matters, and using it to help your team get better without turning everyone into robots or spreadsheet jockeys. If you’re looking for a no-nonsense way to analyze sales performance and coach your reps, this guide to using Quantified is for you.
Why Bother? What Actually Matters in Sales Performance
Let’s get real—most sales tools promise to “surface insights” but end up dumping more numbers in your lap. The goal isn’t to track every word your reps say. It’s to find the specific things that actually move deals forward, and help your team repeat those behaviors.
Here’s what you should care about:
- Who’s consistently closing, and why?
- What do top performers do differently, not just what’s in their pipeline?
- Where are the real coaching opportunities?
- Can you give feedback that’s specific and actionable—not just “talk less” or “build more rapport”?
If you’re already overwhelmed by dashboards and vague “AI-powered” recommendations, you’re not alone. Quantified claims to cut through the noise. Here’s how to actually use it to get results.
Step 1: Set Up Quantified With Real Calls, Not Just Demos
First things first: Quantified gets its data from real sales conversations—recorded calls, video meetings, and so on. If you only feed it hand-picked demo calls or “best case” scenarios, you’ll get a warped picture.
Pro Tips: - Pull in a mix of calls: wins, losses, and those that went nowhere. - Make sure you have everyone’s buy-in, especially if reps are nervous about being “analyzed.” Remind them this isn’t about catching mistakes—it’s about growing, together. - Don’t bother analyzing calls under 5 minutes. They rarely tell you anything useful.
Once calls are flowing in, Quantified will start crunching the data. Don’t worry about tagging or categorizing every detail—the tool does a lot of this automatically.
Step 2: Understand What Quantified Measures (and What to Ignore)
Quantified analyzes things like:
- Talk-to-listen ratio
- Question types (open vs. closed)
- Use of filler words and confidence cues
- How much time is spent on discovery, pitching, handling objections, and so on
It’ll spit out “scores” and benchmarks for each rep, and compare them to your top performers or industry averages.
But here’s the thing: Not every metric matters for every team. Don’t chase a 50/50 talk ratio if your buyers expect more education. And don’t obsess over “confidence scores” if your top reps are quietly persuasive, not flashy.
What’s worth your time: - Patterns in how reps handle objections (not just if they do) - Where deals stall—do your reps ask enough clarifying questions? - Does your team actually follow your sales process, or just wing it?
What to ignore: - Vanity metrics that don’t connect to closed deals - “AI sentiment” scores that don’t make sense in your context - Any recommendation that sounds generic or canned
Step 3: Find the Patterns That Separate Top Reps
Now for the good stuff. Once you’ve got a decent chunk of calls analyzed (think: a couple weeks’ worth), start looking for real differences.
How to spot the gold: - Compare win-rate conversations to losses. Are top reps asking different questions? Pausing longer? Getting to “next steps” faster? - Look for outliers. Maybe one rep talks 70% of the time and crushes quota—maybe your buyers actually like a more consultative style. - If Quantified’s “best practices” don’t fit your market, trust your gut and the data you see with your own eyes.
Use Quantified’s side-by-side call comparisons to replay moments where a deal was won or lost. Don’t just look at the score—listen for what actually happened.
Pro Tip: Bring top reps into the process. Ask them what’s working for them. Sometimes the real magic is hard to measure, and they’ll tell you what the tool misses.
Step 4: Turn Insights Into Coaching—Not Just Reports
It’s easy to get stuck in “analysis paralysis.” The point isn’t to create a 30-page deck for each rep. Your goal is to find one or two things each person can work on, week over week.
How to coach with Quantified: - Pull a few real call clips to show, not just tell. - Focus on specific moments (“Here’s how you handled that pricing objection. Can we try a different approach?”) - Avoid blanket feedback (“be more confident”), and anchor your suggestions in the actual call data. - Set micro-goals: “Next week, let’s see if you can ask 2 more open-ended questions per call.”
What doesn’t work: - Automated “coaching plans” that don’t fit your team’s reality - Overloading reps with too many “areas for improvement” at once - Treating the data as gospel—sometimes, context trumps the numbers
Pro Tip: Let reps self-review with Quantified. They’ll spot things you didn’t notice, and it builds buy-in.
Step 5: Track Progress (But Don’t Chase Perfection)
Improvement is messy. Don’t expect every metric to jump overnight. Instead:
- Pick a couple key behaviors to watch (e.g., handling objections, getting clear next steps)
- Use Quantified to track change over a month, not just week-to-week
- Celebrate small wins—if a rep’s open question ratio goes up and their close rate improves, call it out
If a metric flatlines or tanks, don’t freak out. Dig in: was it a fluke, a tough batch of calls, or a sign the coaching didn’t stick? Adjust as you go.
What to ignore: The temptation to “game” the metrics. If reps start sounding robotic just to hit a talk ratio, you’ve missed the point.
What About Privacy and Culture?
Let’s be honest: Salespeople hate feeling like they’re under a microscope. The best results come when you frame Quantified as a tool for reps, not against them.
- Be transparent about what’s being analyzed, and why.
- Encourage self-reflection—don’t just “score” people.
- Use the tool to highlight strengths, not just weaknesses.
If people start gaming the system or holding back in calls, it’s time to reset expectations. The goal is better conversations and more closed deals, not chasing perfect scores.
When Quantified Isn’t Enough
Quantified is a tool—not a silver bullet. If your team’s struggling with: - Bad product-market fit - Broken lead flow - Compensation confusion
…no amount of call analysis will fix it. Use Quantified to sharpen skills, but tackle the basics first.
And if the tool’s recommendations start to feel generic or miss the nuance of your market, trust your judgment. Sometimes, the best coaching comes from experience, not an algorithm.
Wrapping Up: Keep It Simple, Stay Human
Don’t let tools like Quantified overcomplicate things. Pick a few metrics that matter, use real calls, and focus on giving your team specific, actionable feedback. Iterate as you go. The goal is better sales conversations—not to win at dashboard bingo.
Start small, keep it honest, and remember: your reps are people, not data points. That’s how you actually move the needle.