Analyze: See how you're pacing
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Analyze: See how you're pacing

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Article summary

Who's this for? Manager of Managers, Revenue Ops

Where to go? Deals > Analytics > Pacing

Plan: Working with Gong Forecast requires a Forecast seat.

Don't wait until the end of the quarter to see whether or not you met your forecast. Use our pacing report to see how you're tracking throughout the quarter for early signs of whether you're improving on or falling behind past performance.

Filter the view

Use the filters at the top to choose the team, period, and business line(s) to look at.

At a glance

The top widgets give you a quick look at the current status.

  • Target attainment - see how much you have in actual sales, and how much is left to reach target

  • Coverage - see the coverage & value of existing pipeline

  • Pipeline needed - see how much you'll need to create to meet target this period. Click See the math to understand how we calculated what you need (see below for more info).

Chart view

The Pacing chart shows your linearity.

It's good practice to check the chart often from the beginning of the period to review how your open and closed pipeline stacks up toward your target and understand how much pipeline your team needs to generate to get to the finish line.

Tip: Use the toggle above the chart to see pacing across months, quarters, or the year.

For all periods, you can see actual sales and target.

For open periods, you can also see open deals and pipeline needed. Click See the math to understand how we calculated what you need (see below for more info).

Breakdown view

The Pacing breakdown table shows the data for the full period and by month:

  • Target - Target set for the chosen period

  • Actual sales - Amount attained in the chosen period

  • Target attainment - % of target (for the period) attained through closed-won deals

  • Gap to target - The calculation of target minus actual sales

  • Open deals - The value of open deals

  • Coverage - The coverage in the period, calculated by the total active pipeline divided by the remaining quota

  • Pipeline needed - The value of the total pipeline that needs to be created, adjusted dynamically when there are changes to the existing pipeline or time in period

    (Shows for open periods only)

Pipeline needed

To help you meet target, we calculate the amount of pipeline you need to generate in order to close enough deals.

When you click See the math and open the Pipeline needed tab, you'll see the amount of pipeline you need to generate in order to cover the gap to target. Expected (create & close) deals from your projection are shown so that you can understand the additional pipeline needed over that.

The figure is adjusted dynamically when there are changes in your existing pipeline or time in period.

  1. At the top of the tab, select the time period to use to calculate projected values.

    Projected values are part of the calculations behind the pipeline needed figure.

  2. Click How do we calculate what you need? to drill into the math behind the number.

  3. To review the projected numbers, click See projection

How do we calculate pipeline needed?

Needed pipeline is calculated from your current pipeline and your projected pipeline, which is based on historical performance ( learn more).

  1. First, we calculate the overall gap to target based on actual sales.

  2. Taking the overall gap, we then account for deals in progress by subtracting the projected weighted pipeline.

    This gives us the remaining gap to target.

  3. We then divide the remaining gap by the historical win rate (%) of the selected base period.

    This gives us the total pipeline needed to cover the remaining gap.

    We calculate the historical win rate by taking the count of closed-won deals at the end of the selected base period, and dividing that by the count of total unique open deals in the selected base period.

  4. Lastly, we subtract the total expected deals (according to the projected amount) from the total pipeline needed.

    This gives us what's needed to cover the remaining gap - the remaining pipeline that needs to be generated in order to reach target.

FAQs

Would I need to enter targets for all the periods we're comparing against?

No. To calculate the pipeline needed, we need actual sales data for past periods, but we don't need to compare that to the target at the time.

Is the report based on deal likelihood scores?

Right now the report is based on historical data.

Coming soon, a version of the report that's based on deal likelihood scores will also be available. These scores are calculated by Gong AI taking into account over 300 factors. Learn more

Is the report based on the overall win rate or by stage?

We use the win rate per stage (as calculated in the forecast projection report) to calculate the overall win rate.


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