Revenue Behavioral Index™

The Revenue Behavioral Index™ is the output of Revenue Behavioral Intelligence™ evaluation: a single number summarizing the quality of sales conversations for a rep, a team, or an entire company. A specific value of the index at a point in time is an RBI Score.

The design principle is the credit score. Before credit scoring, lending decisions depended on who your banker was and how the meeting went; the score replaced opinion with one observable-behavior-based number that decomposes into the factors behind it and applies to everyone by the same standard. The Revenue Behavioral Index™ does the same for sales conversations: one number, decomposable into twelve behavioral skills, each backed by timestamped moments on real calls.

Because every conversation is scored by a consistent standard rather than any one manager’s impressions, the index is comparable across reps, teams, and — as the cross-customer dataset grows — across companies and industries. Elanor Labs plans to publish recurring Revenue Behavioral Index™ benchmark research as that dataset matures.

How behaviors are defined, weighted, and normalized into the composite is proprietary to Elanor Labs. The output is deliberately transparent: every score can be decomposed by the people it measures. The term is trademark-pending and associated with Elanor Labs.