Sales manager with manage board permissions
Gong Foundation*
Deals > Pipeline
Identify deals that need your immediate attention and ensure action plans and supporting resources are in place. We recommend checking this board weekly, particularly before 1:1s and pipeline reviews.
Step 1 - Look at your team's deals
Make sure your deal board is set to show open deals only:
For example, in the Edit board > Filters section, select the CRM field you use for Deal status and set the value to Open.
On the board, select your team, and the period you want to see, for example — Closing this quarter. Toggle the board view to Deals.
Add filters and group deals as required.
The deal count and total amount at the top of each tab should stack up with your expectations.
Step 2 - Take a pulse check
In this step, review these key data points on all deals in your deal board to identify where you need to explore.
Check activity: activity is a good sign of deal health. Sort the list by activity. Look for bidirectional activity, not just rep outreach.
Check activity for stage: Sort the list by stage to check the level of activity looks right for the deal stage.
Check next calls: Check whether a next call is scheduled, and if so, whether it's soon enough to maintain deal velocity.
Check warnings: Check what Gong-AI warnings are showing you about the deals
Tip:
If you're subscribed to the board, check your inbox for a weekly deal digest email to get an understanding of what's happening in your pipeline.
Step 3 - Drill into particular deals
Once you’ve short-listed deals to look at, take a more detailed approach.
Click the deal activity area on the board, and in the deal panel Activity tab, check whether there's evidence of multi-threading.
Review the latest emails and calls with key contacts. Verify that the back-and-forth is consistent with a deal that’s on track.
In the Contacts tab, check whether the right titles are engaged, given the deal stage, and whether those people are active in conversations
The more critical the deal, the deeper you’ll likely go in investigating the deal.
Step 4 - Talk to your rep async
If there's anything in particular that you want to bring your rep's attention to, you don't have to wait for your next meeting.
Tag your rep in comments on the account, or on a specific activity, such as a call.
Ask them questions directly in the context of the customer interaction, so that you can focus your follow-up conversation on strategy, not fact-finding.
Set the comment to be visible only to the rep if the topic is sensitive.
Tip:
Encourage your reps to tag you on account or call comments so that they can draw attention to issues or get your input before your 1:1 meetings.
Step 5 - Prepare for 1:1s
You’re likely to pay attention to every deal for newer reps, and run a briefer spot check for your most tenured and trusted team members.
Filter the deal board by person to see the deals for an individual rep.
Repeat steps 1 and 2 for the individual, to be up to date and even run the 1:1 from that view.
Step 6 - Discuss blockers, strategy, and plans
Whether it's in 1:1s or in team pipeline reviews, talk through any issues in the deals, then brainstorm and strategize each one. Make sure to identify a clear action plan to move the deal forward.
You may want to get support from other teams or share unfiltered customer context by tagging them in comments.
If you find yourself spending time on fact-checking and status recaps, review these steps again and make a mutual commitment with your reps to get aligned ahead of weekly meetings.
*The features available to you depend on your company’s plan and your assigned seats.