Top Objections
Top Objections shows you what customers are pushing back on across all of your recorded calls, ranked by how often it comes up. It answers the question managers ask every quarter: what is actually costing us deals, and who on the team struggles with it.
Go to Coaching > Top Objections.
What the page shows
The page has two parts. A chart at the top shows how objections trend over the period you have selected. Below it, a ranked list shows each objection with the calls it appeared on, so you can go from a pattern straight to the conversation where it happened.
The list is paginated, ten objections at a time, with the most frequent first.
Filters
The page opens on the last 90 days. You can narrow it by:
- Date range — the reporting period.
- Team member — one person's calls, which is the view to use before a coaching conversation.
- Manager — everyone reporting to a particular manager, for team-level patterns.
- Tracker — objections on calls where a specific tracker fired, such as a competitor name.
- Deal stage — objections at a particular point in the cycle. Pricing pushback late in a cycle is a different problem from pricing pushback on a first call.
- Participants — calls involving specific people.
Filters combine, and the chart and the list always reflect the same filter set. Changing any filter resets you to the first page of results.
How to read it
A few patterns are worth looking for:
- One objection dominating usually points at positioning or pricing rather than at the team. If nearly every call raises the same objection, the fix is a message change, not coaching.
- An objection concentrated on one or two people is the opposite: the market is raising it evenly and only some of the team is handling it. That is a coaching case.
- An objection rising over the period often means a competitor has changed their pitch, or a change on your side has started causing friction.
Turning an objection into practice
Once you know which objection is hurting, build practice for it rather than only talking about it. Create a roleplay agent whose scenario centres on that objection, or a short micro-learning agent that drills only that moment, and assign it to the people who need it. The Create a Micro-Learning Roleplay Agent article covers the quickest version of this.
Hope this article was helpful. For any queries, please write to support@outdoo.ai