Sales manager, Manager of managers, RevOps, All team members
Gong Insights helps you understand what’s really happening across your sales conversations, at the team, rep, and initiative level. By analyzing thousands of calls and emails, Insights highlights performance metrics, adoption signals, and conversation patterns. These help you coach more effectively, track progress against strategic initiatives, and understand how your team engages with customers.
This quick start guide introduces Team insights, Initiative boards, and AI Theme Spotter, so you can start tracking data and turning it into meaningful action.
View team insights
Any Gong plan*
Insights > Team
The team insights page uses data from analyzed calls and emails to show how activity and behavior vary across your team. Reps can see how they compare to their peers, while managers get a high-level view of team performance and engagement.
These metrics support common workflows such as 1:1s, coaching conversations, onboarding, and enablement planning.
Team insights categories
Team
Team activity metrics show how much time your team spends on calls. Use these metrics to understand workload distribution and recreate team dynamics in hybrid or remote environments. Metrics include call volume, average call duration, and total time spent with customers.
Interaction
Interaction metrics show how reps engage prospects and customers during conversations. Use these metrics to understand whether reps are giving them enough space to speak, asking effective questions, and managing the flow of the conversation. Metrics include talk ratio, longest monologue, interactivity score, and question rate.
Responsiveness
Responsiveness metrics show how quickly your team replies to emails. Faster responses are associated with higher win rates, so these metrics help you identify opportunities to improve follow-up speed. Metrics include response rate and response time.
Topics
Topics highlight which subjects come up most often in conversations and how long they’re discussed. You can compare which topics different reps focus on, based on topic models set up by your admin. The Duration tab shows the average time each topic is discussed across the team.
Trackers
Trackers show the percentage of calls in which specific words or phrases are mentioned. You can see the exact language reps and customers use, including how objections and questions are handled. These insights are commonly used to support coaching and enablement.
Scorecards
Scorecard metrics show average scores per question, giving you a high-level view of how your team performs against a scorecard framework. Managers can drill down into individual reps to review scores over time, identify trends, and pinpoint areas for improvement.
Gong usage
Gong usage metrics show how your team is engaging with Gong content, particularly listening to calls. Enablement teams often use these metrics to track onboarding or training completion. Metrics include calls:
Listened to
With feedback
With comments
With scorecards
Marked as feedback.
Coaching received
Coaching received helps managers understand how coaching attention is distributed across the team. This helps ensure no one is overlooked. Metrics include:
Feedback Received
Comments Received
Scorecards Received
Manually Received Feedback
How to use team insights
Use the following steps to explore and interpret team insights:
Note:
Each category may work slightly differently.
Select the manager whose team you want to view.
Choose your filters:
View by Teams or Individuals
Select Hosted or Attended calls (attended includes hosted)
Filter by call categories based on CRM field
Tip:
Filter by call stage for more meaningful comparisons (for example, reps may talk more in demos than in discovery.)
Set your time period
Review the team average shown in each metric tab.
Drill down into individual team members to see their specific stats.
Select an individual and switch between categories to view their stats.
Click on any stat to see the relevant calls and identify coaching opportunities.
Create an initiative board
Initiatives help you track how well your team is adopting strategic changes, such as new messaging, sales methodologies, product launches, or competitive positioning.
Initiative boards let you measure adoption over time and compare results across teams and individual reps.
Create a board
Any Gong user with access to Initiatives can create a board:
Click Edit this board or Create new board.
Give the board a clear, descriptive name.
Add a description.
Initiative boards can track how initiatives are being adopted according to deals or calls. Choose how to track adoption:
View by deals: Shows the percentage of deals in which tracker terms were mentioned at least once during the deal lifecycle. Use this when the initiative should appear at some point, but not necessarily in every call.
View by calls: Shows the percentage of calls where tracker terms were mentioned. Use this when messaging should appear in every call of a specific type.
Click + Add tracker and select relevant trackers.
Set adoption goals for each tracker:
Choose high or low adoption
Define success thresholds
Add filters to focus your analysis:
Call filters: duration, direction
Deal filters: stage at time of call or now, probability, amount at time of call or now, opportunity type
Account filters: Industry, account type
Click Create board.
Monitor initiative adoption
Review initiative boards regularly to course-correct in real time. If adoption is low for certain reps or teams, use this data to guide coaching conversations.
Adoption over time
The graph shows how adoption changes over time. Each line represents a tracker. Hover to see detailed values or click tracker names to focus on specific trends.
Adoption by team
This chart compares adoption across teams or individuals. Each column represents a tracker, and each cell is color-coded based on whether goals were met:
Green indicates the goal was met
Red indicates the goal wasn't met
Click any cell to see the specific calls or deals where the tracker was mentioned, including relevant snippets.
View a theme analysis
Note:
This feature is in a restricted beta phase.
AI Theme Spotter reveals the bigger picture across customer conversations. It automatically identifies recurring patterns and trends, surfacing insights that are difficult to detect manually and helping you understand the collective customer voice. To view theme analysis, you need the Theme Spotter permission.
Once an theme analysis is available, locate it in AI Theme Spotter, click 
and select View analysis.
*The features available to you depend on your company’s plan and your assigned seats.