Analyze: See how you're pacingFollow
Who's this for:
Where to go: Deals > Forecast > Pacing
Plan: Working with Gong Forecast requires a Forecast seat.
Don't wait until the end of the quarter to see whether or not you met your forecast. Use our pacing report to see how you're tracking throughout the quarter for early signs of whether you're improving on or falling behind past performance.
Use the filters at the top to choose the team, period, and business line(s) to look at.
The top widgets give you a quick look at the current status.
Target attainment - see how much you have in actual sales, and how much is left to reach target
Coverage - see the coverage & value of existing pipeline
Pipeline needed - see how much you'll need to create to meet target this period. Click See the math to understand how we calculated what you need (see below for more info).
The Pacing chart shows your linearity.
It's good practice to check the chart often from the beginning of the period to review how your open and closed pipeline stacks up toward your target and understand how much pipeline your team needs to generate to get to the finish line.
Use the toggle above the chart to see pacing across months, quarters, or the year.
For all periods, you can see actual sales and target.
For open periods, you can also see open deals and pipeline needed. Click See the math to understand how we calculated what you need (see below for more info).
The Pacing breakdown table shows the data for the full period and by month:
Target - Target set for the chosen period
Actual sales - Amount attained in the chosen period
Target attainment - % of target (for the period) attained through closed-won deals
Gap to target - The calculation of target minus actual sales
Open deals - The value of open deals
Coverage - The coverage in the period, calculated by the total active pipeline divided by the remaining quota
Pipeline needed - The value of the total pipeline that needs to be created, adjusted dynamically when there are changes to the existing pipeline or time in period
(Shows for open periods only)
To help you meet target, we calculate the amount of pipeline you need to generate in order to close enough deals.
When you click See the math and open the Pipeline needed tab, you'll see the amount of pipeline you need to generate in order to cover the gap to target. Expected (create & close) deals from your projection are shown so that you can understand the additional pipeline needed over that.
The figure is adjusted dynamically when there are changes in your existing pipeline or time in period.
At the top of the tab, select the time period to use to calculate projected values.
Projected values are part of the calculations behind the pipeline needed figure.
Click How do we calculate what you need? to drill into the math behind the number.
To review the projected numbers, click See projection
Needed pipeline is calculated from your current pipeline and your projected pipeline, which is based on historical performance (learn more).
First, we calculate the overall gap to target based on actual sales.
Taking the overall gap, we then account for deals in progress by subtracting the projected weighted pipeline.
This gives us the remaining gap to target.
We then divide the remaining gap by the historical win rate (%) of the selected base period.
This gives us the total pipeline needed to cover the remaining gap.
We calculate the historical win rate by taking the count of closed-won deals at the end of the selected base period, and dividing that by the count of total unique open deals in the selected base period.
Lastly, we subtract the total expected deals (according to the projected amount) from the total pipeline needed.
This gives us what's needed to cover the remaining gap - the remaining pipeline that needs to be generated in order to reach target.
Right now the report is based on historical data.
Coming soon, a version of the report that's based on deal likelihood scores will also be available. These scores are calculated by Gong AI taking into account over 300 factors. Learn more
We use the win rate per stage (as calculated in the forecast projection report) to calculate the overall win rate.