Review your pipeline health

Who can use this: Any team member

Available on: Gong Forecast

Ideal for: Sales manager

Required permissions: Dashboards page access

A pipeline health dashboard shows how your team's pipeline compares to its targets, what has changed, and which deals need attention. Work through the steps in this order before a forecast call or weekly business review, starting with the team and period and ending with the deals worth discussing.

Note:

Dashboards are customizable, so yours may show different widgets from the ones described here. The steps still apply to similar widgets.

Step 1: Open the dashboard

Your admin or manager can share a dashboard with you or publish it for the whole company. The Dashboards page lists dashboards under Public, Restricted, and Drafts.

To open a dashboard:

1. From the left sidebar, click Dashboards.

2. Click the dashboard you want to review.

   Note: If the dashboard isn't listed, it may not be published or shared with you yet.

Step 2: Set the team and period

Most dashboards let you switch the team and period, and the widgets update to match.

To set the team and period:

At the top of the dashboard, select the team and period you want to review.

Note:

Some widgets keep a fixed team or period, so they don't change when you use the selectors at the top of the dashboard. To check a widget, hover over the information icon next to its title. The tooltip names any dashboard selection the widget ignores, for example Dashboard period selection doesn't apply.

Step 3: Check pipeline coverage

Pipeline coverage KPI widgets show your total open pipeline value for the selected team and period. Where a target is set, an attainment progress bar shows how close the value is to the target.

To read your pipeline coverage:

1. In the open pipeline KPI widget, check the total value of deals in your pipeline.

2. Check the attainment or coverage value next to the metric to see how it's tracking against the target.

3. Hover over a value to see more context and a breakdown.

4. Click the pipeline value to see the deals it includes.

Step 4: Review what's changed

A changes widget shows how your open pipeline moved over a period, from its value at the start to its value at the end. It breaks the difference down by category, such as new deals, deals pushed out or pulled in, and deals closed won or lost. Use it to spot where pipeline is growing and where it's falling off.

To review pipeline changes:

1. In the changes widget, review how much each category added to or removed from your pipeline.

   Tip: A large amount pushed out, or little new pipeline, is a risk signal going into a forecast period.

2. Click a category to open the deals in that group.

Step 5: Inspect priority deals

With the headline numbers and changes in mind, drill into the deals worth discussing, such as large at-risk deals, deals that were pushed out, or deals close to their expected close date.

To inspect priority deals:

1. Click any KPI value, chart bar, or pipeline segment to open the underlying deal list.

2. Sort the deal list by close date, deal value, or stage to find the deals that need attention.

3. Click a deal to open it and review its activity, notes, or next steps.

4. Close the deal list panel on the right of the dashboard to go back to your widgets.

Frequently asked questions