RBI is a new category.

A composite score for the quality of sales conversations — one number for a rep, a team, or a company, produced by scoring every recorded call against rubrics built for its meeting type. Like a credit score, it decomposes: from the number, to the twelve skills behind it, to the exact call moments behind each skill. See the glossary entry.

Each call is evaluated against a rubric built for its specific meeting type — a discovery call is scored as a discovery call, a demo as a demo. Skill-level scores roll up into the composite. The rubric anchors and weighting methodology are proprietary; the output is fully transparent — every score decomposes into skills and timestamped moments a rep or manager can verify on the recording.

That is the point of an index. Scores are produced by a consistent standard rather than any one manager’s opinion, which is what makes benchmarking possible. Elanor plans to publish Revenue Behavioral Index™ benchmark research as the cross-customer dataset grows.

Built for the rep, useful to everyone above them. Reps see their own breakdown and the moments behind it (for reps); managers coach from evidence instead of gut feel (for managers); CROs and CEOs get one defensible number for sales execution quality (for CROs, for CEOs).