Business admin, RevOps
Gong Foundation*
Warnings in Gong are AI-powered alerts that help sales teams identify which open deals are currently at risk. They are triggered by certain activities, or lack of activity on a deal. Warnings are configured in deal board or forecast board settings, and the results are displayed in the board. These are some key ways that warnings support your sales objectives:
Gives sales reps more time to take corrective action on deals that are at risk.
Strengthens objective decision making based on AI-detected signals.
Shapes coaching opportunities by detecting patterns in warnings.
Encourages teams to maintain accurate deal information and activity records.
Core functionality of warnings in Gong
Gong defines the information that prompts the warning. For example, in Pricing not mentioned – the particular references to pricing such as “that’s too expensive.”
Each warning can be turned on or off in deal board settings.
You can customize the length of time before a warning is triggered.
Warnings are surfaced on open deals. They are based on all the interactions with your prospect, from one week before the opportunity is created in your CRM, stopping when the deal is closed.
There are 8 AI-powered warnings that can be fine-tuned to your business’ individual requirements:
No activity
Ghosted
Overdue
Not enough contacts
No power
Pricing not mentioned
Red flag
Stalled in stage
How to customize your warning settings
Deals > Pipeline >
> + Create board or Edit board
Tips before you start:
Configure warnings based on expected engagement at that stage of the deal. Prospective businesses may have significantly different deal cycles, e.g. SMBs vs. enterprise accounts. To fully benefit from warnings, it’s worthwhile to create separate boards for early and late stage deals.
Refer to the default warning settings when you create a new board. Also, wherever available, consider the typical settings below that are based on the cadence of your sales cycle.
Choose the warnings that commonly affect your deals, and look at past successful deals to get an idea of where your threshold is between healthy and risky deals.
Note:
If you edit the warning settings, it can take up to a few hours to update in the board while the data is recalculated.
Here’s how to set your warnings:
Toggle on the warnings you want to include in your board.
Adjust the warning settings as required.
Note:
The number of days in warning settings refers to calendar days.
No Activity
No activity over the last X days indicates deals that have had no activity (emails or calls picked up by Gong) during that time by you or the prospect.
Typical setting:
Sales cycle | No. days |
|---|---|
Short (<45 days) | 7 |
Long, early-stage (>45 days) | 14 |
Long, late-stage (>45 days) | 7 |
Ghosted
No prospect activity for X days indicates deals where no one on the prospect side had involvement in any of the detected activities.
Typical setting:
Sales cycle | No. days |
|---|---|
Short (<45 days) | 4 |
Long, early-stage (>45 days) | 7 |
Long, late-stage (>45 days) | 4 |
Overdue
Closing date is in the past. Deal is overdue indicates deals where the expected close date has passed.
Not enough contacts
X (1/2/3/4/5 active contacts) or fewer for X days indicates deals where no one on the prospect side had involvement in any of the detected activities.
Gong research shows that successful deals typically have 3 active contacts on the prospect’s side.
No power
No active X (Director/ Vice president/ C level) or higher and deal is closing in X days or less.
This warning indicates deals where nobody of the specified power level is active on the deal, and the expected deal close date is during that time.
Gong tracks email signature and CRM titles on contacts associated with the deal over the last 90 days. If we can verify at least 75% of the participants' titles are below the rank you defined for the warning, we’ll warn you that there's not enough power on the deal.
These are the titles we attribute to the 3 levels:
Level | Mapped title |
|---|---|
C-level | CEO, Chief, Founder, President |
VP | Senior Vice President, Executive Vice President, Regional Vice President, Associate Vice President, Head of, General manager |
Director | Senior Director, Director |
Pricing not mentioned
No mention and deal is closing in X days or less indicates deals where nobody has discussed pricing yet, and the expected deal close date is within that time.
This warning shows when we haven't found any references to pricing in recent call topics or email labels e.g. “that’s too expensive” or ”we need a discount.”
Note:
Emails in foreign languages aren’t yet considered for this warning.
Red flag
Email labeled “Red flag” received in the last X days indicates deals where a prospect has sent an email that presents a potential risk to the deal. This warning leverages Gong's AI-powered email labelling. We alert you to this potential risk so that you can address it quickly, and the warning will disappear when you reply to the flagged email, or when the sender joins a call.
How does Gong AI determine that an email contains a red flag?
Gong’s AI model was trained to recognize red flags using real sales emails across different industries. The model analyzes the full context of an email and determines intent, even if the exact phrasing differs. For example, words like "unsure" or "priority" alone aren’t red flags – it’s the complete sentence that matters.
Examples of phrases that trigger a red flag include:
Although the team feels strongly about your product, they are unsure about the funding.
The decision-makers haven’t shown interest at this time.
We are cutting budgets and can't commit to additional costs.
This project has dropped in priority.
Note:
Red flag warnings are currently only available in English.
Stalled in stage
No change for X days or more indicates deals that have been stuck in a particular stage for a defined amount of time.
The momentum of a deal, and specifically the time it spends in each stage, is a strong indicator of the deal’s ultimate outcome. This warning alerts you when deal momentum is slowing, so that you can address it promptly.
You can customize it by adding all available stages, and setting the length for each one.
Note:
This warning relies on the information in your CRM being up to date, so that Gong is updated when a deal moves stages. You'll need to reconfigure the warning if you rename or remove a stage in your CRM.
*The features available to you depend on your company’s plan and your assigned seats.