Recipe: Focus on deals that need your attentionFollow
Who can do this: with manage board permissions
Where to go: 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.
Make sure the deal board is set to show open deals only:
In the Edit board > Filters section, select the CRM field you use for "deal status" and set the value to "open".
On the board, browse to your team, select the time period you want to see, for example, "Closing this quarter", and toggle the board view to DEALS.
The deal count and total amount at the top of the page should stack up with your expectations.
In this step, review 4 key data points on all deals in your deal board to identify where you need to probe.
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
If you're subscribed to the board, check your inbox for a weekly deal digest email to get a headstart on understanding what's happening in your pipeline.
Once you have short-listed deals to look at, take a more detailed look.
Click the deal activity area on the board, and in the 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.
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.
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.
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.
You’ll likely pay attention to every deal for newer reps, and run a briefer spot check for your most tenured and trusted team members.
Filter to 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 to run the 1:1 from that view.
Whether it's in 1:1s or in team pipeline reviews, talk through any issues in your deals, and then brainstorm and strategize each one. Make sure you identify a clear action plan to move the deal forward.
You may want to call in 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.