About deal likelihood scores

Who's it for: Anyone forecasting with Gong

Where to go: Deals

Plan: Working with Gong Forecast requires a Forecast seat.

What’s a deal likelihood score?

It’s a score that indicates how likely a deal is to be closed-won in its expected quarter compared to other deals in your pipeline. Under each score, we list the positive and negative signals that were weighed in to calculate its value.

Note:

Since the score indicates the likelihood of a deal to close in the current quarter, the value might fluctuate when transitioning between quarters (the score can be very low at the end of the current quarter if a deal is expected to close in the following one). In an upcoming update, we’ll indicate the likelihood of a deal closing within its expected closing period.

How do we calculate the score?

We use 300+ signals to feed our machine-learning model, which analyzes them and learns what good and bad deals look like. Based on this analysis, the model predicts outcomes for new deals. Signals originate from:

• Your CRM (Salesforce/HubSpot).

• Video and phone calls

• Emails

• Other conversation intelligence features, such as warnings and trackers.

Note

We regularly enhance our machine-learning module with new signal types, improving its performance over time.

The deal likelihood score is a percentile rank that indicates the relative deal health according to the company's historical closed-won and closed-lost deal scores.

For example, a deal scored 80 has a better chance of closing than 80% of your other open deals (it neither signifies that the deal has an 80% chance of closing nor is it the deals’s expected win rate).

Prerequisites

Historical data

To get deal likelihood scores:

• You must have a Forecast seat

• Your CRM integration must be Salesforce or Hubspot

• You must be importing and tracking changes on the CRM fields indicating:

  • The deal’s close date

  • The amount

  • The deal’s stage

• Your CRM data must include at least:

  • 50 deals that were closed-won in the last 2 years, with a minimum lifespan of 3 days

  • 150 deals that were closed-lost in the last 2 years, with a minimum lifespan of 3 days

  • The previous (latest) quarter’s full set of historical data. For example, all deals closed in Q2.

Does Gong score my deals?

To find out whether or not your deals are scored, go to Company settings > Customize analysis > Deal likelihood score and click to see your company’s status. Options are:

October 2024 update

We've improved the deal likelihood score to enhance its accuracy and reliability. Previously, the score indicated the health of a deal being closed-won within the current quarter, which caused fluctuations at the end and beginning of quarters. With the latest update:

• The score now accurately ranks the likelihood of a deal closing within its expected closing period.

• The score has been optimized to account for deals closing outside the current quarter, providing a more comprehensive view of your pipeline health.