Understanding Your Upper-Hand-Ratio
What is the Upper-Hand ratio?
Your Upper-Hand ratio is the percentage of messages when you had the Upper-Hand. This number is based on the messages in which you were the sender or main recipient. A high percentage means that you often possess the advantage, while a low percentage means that your recipients usually hold the advantage.
The number beside the email icon at the bottom represents the ratio of the times you had the upper-hand to your total analyzed emails. In this case, the user had the upper-hand in 36 out of the 76 emails they analyzed.
Then, the percentage at the bottom compares your recent Upper-Hand performance to your historical performance in the selected time frame. You will see here if you're performing below or above your average.
The Upper-Hand ratio is a good marker of the competence level in your emails and your likelihood for a sale to result in closed-won. Maintaining the Upper-Hand in an interaction can help you land in the Selling Zone, potentially increasing your chances of closing a deal.
What is a good Upper-Hand ratio?
A good Upper-Hand ratio is around 60%. If you have an extremely high Upper-Hand ratio, you could be coming off as slightly over-aggressive. If your Upper-Hand ratio is low, you could consider showing less empathy and shortening your sentences in certain situations.
How can I improve my Upper-Hand ratio?
There are several ways to improve your Upper-Hand ratio.
First, pay extra attention to your competence. Finding a balance between knowledge, determination, and empathy is key. Over-competence can be seen as slightly aggressive and arrogant, while a low level of competence will make you appear somewhat unconfident. Consider reviewing your analytics to see where you are at and where you can improve.
You may also want to look at the Next Move suggestions within Q's analyses. This will assist you in preparing for the next step in your deal-related communications.
