Sales rep, Sales manager, Manager of managers
Gong Forecast*
Deals > Forecast
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.
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/Microsoft Dynamics).
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).
Score | Range |
|---|---|
Low | 1-29 |
Fair | 30-75 |
High | 76-99 |
Prerequisites
Historical data
To get deal likelihood scores:
You must have a Forecast seat
Your CRM integration must be Salesforce, Hubspot, or Microsoft Dynamics
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.
Microsoft Dynamics integrations
In Microsoft Dynamics intergrations, we begin tracking changes from the date the “track changes” option is selected (Company settings > Microsoft Dynamics > Manage fields). As a result, scores will be generated after sufficient historical data is accumulated.
Note:
In cases where the mapping of deal stage or amount field is changed, if the new mapped fields were not included in the track changes option beforehand, data may be inconsistent and deal scores may be unreliable. Therefore, this case will require re-onboarding to the feature until sufficient data is accumulated.
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:
Status | Description |
|---|---|
Active | You’re all set. Your deals are scored once a day. |
Processing | Your deal likelihood scores are being processed. This procedure may take up to 2 weeks before initial scores are available to you. |
Your CRM is not supported | Your CRM is not supported for deal likelihood scores. Supported CRMs are Salesforce and Hubspot. |
Not enough deals to provide a score | Your CRM data is not meeting the minimum requirements for deal likelihood scoring. |
Scores require a Forecast seat | Your company is not using Gong Forecast. |
Scores are not available | Contact Gong support to find out why. |
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.
*The features available to you depend on your company’s plan and your assigned seats.