Review your pipeline on a deal board

All team members

Gong Foundation*

Deal boards give you an overall picture of pipeline health, and the status of individual deals. If you’re new to deal boards in Gong, read this article for tips and best practices.

Arrange your view according to the deals you want to see

Deals > Pipeline

There are several ways to adjust the deal board according to the deals you want to see, using the following guidelines. Refer to this screenshot to help you customize your view.

Note:

Updating the board's settings is dependent on permissions, however anyone can adjust certain filters and views at the board level - those outlined in steps 1-4 below. The next time you view the board, the previous view will be shown.

1. Select a board. Select a deal board from the list of boards at the top of the page. If you have permission, you can also create or edit your own deal board to track what matters most to you. You’ll find boards you last looked at under Recently viewed.

   Note:

   For those with Gong Forecast* – When you set up a forecast board, we automatically generate an associated deal board. Use this board for pipeline reviews ahead of updating numbers. Generated boards are identifiable in the list because they have a Forecast tag on them.

2. Choose whose deals you want to see. Click next to the current name to:

   1. Select a different member or team.

   2. Click + Select multiple teams or members to view multiple teams and users. Add the members or teams to show in your board, and then click APPLY.

3. Set the view date range. Choose between predefined periods or a custom date range.

4. Filter the deals. Click + Add filter to filter the board using available fields, including CRM fields (general, account, and opportunity), and also some Gong AI fields (warnings, score). You can add as many filters as you like, and they apply to all tabs on the board.

   Tip:

   Add a warning filter to see only deals with risks, or a particular kind of risk. The warnings available depend on those defined for the board.

5. Search for a particular account. Click at the top of the account name column, and search for the account name.

6. Review deals by tabs. Deal boards are defined with tabs that group your deals by categories, for example – forecast category, deal stage, account size. They also give high level visibility to the roll-ups of these deals.

7. Group your deals ad-hoc. Expand the Groups panel on the left and click + Add group. Add up to three CRM or Gong fields and make further selections to group the deals. Groups apply to the respective rollup tab you're viewing.

8. Look at deals by account or by team member. Toggle the board view between Deals and Team.

   1. By deal: See overall pipeline health at a glance by critical deals.

   2. By team member: See how your team's numbers roll-up per person.

9. Sort the board columns. Click the arrows next to a column title to sort the board by that column.

10. View more rows on the board. At the bottom of the board, page up and down, or choose how many deals to show (10, 20, or 50).

Drill down into deals

You can follow these guidelines to access the full depth of information available on your Gong deal board. Most of these are available on tabs when opening up the deal panel, by clicking on either account name or activity timeline on the deal board.

Note:

If you have a Forecast seat, the first column you’ll see is Score. See more information about drilling into Score.

1. Get briefed about the deal. Under Briefs, you’ll see the AI-generated brief that your admin has selected for you. Click Change brief to generate a different brief or set the period and scope of the brief.

   

2. Drill into warnings. View the deals at risk.  

   • The Warnings column is pinned to the left of the board. Hover over the number to see exactly what warning has been flagged on that deal.

   • Click on the number to open the Warnings tab on the deal panel, and see detailed alerts on the deal and suggestions for mitigating the risk. For example - When was the last prospect activity? What's your next step?

3. Drill into contacts. Know how many people are actively engaged in the deal (single-threaded vs multi-threaded), who those people are, and what their activity is.

   Note:

   We define contacts as people who are associated with the account, either because they are a contact in your CRM, or because they have the same email domain as the account name.

   • In the Contact column, hover over the number of contacts to see who was recently active.

     Note:

     You may find that the number of contacts is zero, but the activity timeline still shows bubbles that indicate activity. The reason for this is that certain activities (email opened, meeting accepted) will appear on the activity feed, but aren’t counted as actively involved.

   • Click the number of contacts to open the Contacts tab on the deal panel, where you can see who is actively engaged on both sides of the deal.

     

   • Contact activity tracked over the last 21 days is represented in bars:

     • No bars: No activity

     • One bar: Less than 10 activities

     • Two bars: Between 10 and 20 activities

     • Three bars: Over 20 activities

   • Click a name in the Contacts tab to see their recent activity, or view their contact details in your CRM or Sales Navigator.

   Tip:

   We also recommend contacts who it might be beneficial for you to reach out to and engage in the deal. For more details, see Recommended contacts in Deals FAQs. Click on a name in the recommended contacts list and select the data provider you want to get their contact details from.

4. Review activity timeline. The timeline includes activities in each deal such as calls, shares, views, emails, and interactions from your tech stack integrations. You can filter the timeline by either activity type or tracker.

   

   • On the deal board, you’ll see a deal activity timeline of 3 weeks, up to today.

   • Activity by your prospect is represented in red, and yours is represented in purple. Grey represents other interesting activities and can be customized on the board, by clicking   at the top of the column.

   • To see a longer timeframe, click the timeline bubbles, to open the deal panel and review the full activity timeline.

5. Opportunity splits. Click under the Amount (Splits) column, to view shared attribution details.

   

6. Trackers. There are two ways that trackers can be presented in a deal board, depending on how you defined the trackers:

   1. For trackers where you chose to include separate columns/trackers for each phrase, each phrase for the tracker will show in the deal board when detected. This is useful for competitor or product names.

   2. For trackers where you didn't choose separate columns/tracker per phrase, a checkmark will appear in the tracker column when detected.

   

   When you hover over the tracker column, you can see when the phrases were mentioned. Click SHOW MENTIONS to go to the account page and see the exact correspondence where the tracker came up for that deal.

7. AI-suggested deal updates. If you see beside a column name, it means there’s an AI-suggested update based on conversations that have occurred during the current or previous week. These updates are available for text-based CRM fields.

8. Update your CRM fields from Gong. You can update your CRM field directly from the deal board in two places:

   1. Using editable fields directly on the board, including: Account source, Account industry, Account type, Lead source, Amount, Owner name, close_date, Stage, Probability, Opportunity type, and additional custom fields. The cell you updated turns green and remains until you refresh your browser or navigate away from the board. See Sync with CRM FAQs.

   2. Using the Update CRM tab on the deal panel. The update is synced immediately to your CRM, and a green success message appears.

   Notes:

   • Gong verifies that your edit can be made in your CRM by checking your user permissions and your company's validation rules.

   • This capability is managed by the Update CRM fields in Gong setting in the permission profile. Ask your Gong admin for permission if you think you should have it.

   • The first time, you'll need to sign into your CRM account to use your CRM permissions via Gong.

   • Editing is supported for Salesforce, HubSpot and Dynamics 365 CRMs only. For Dynamics 365, the amount and close date fields can’t be edited in Gong.

   • HubSpot users – HubSpot doesn’t check user permissions. If someone updates a field in Gong that they don't have permission to update in HubSpot, this restriction is overridden and the change is made in both places.

9. Playbook*. Your company’s sales methodology playbook can be integrated to your deal board. See this article to track playbook progress in your deal pipeline.

10. Click Review account from the deal panel to go to the account page and see all activities associated with the account.

    

Subscribing to a board

A weekly email digest that shows the board deals with the most risk, can be set up for subscribers and observers when creating or editing a board.

The digest is filtered according to your role, so everyone sees the deals relevant to them, or to their direct reports. Click the email to get to the relevant deal board – filtered by risk.

*The features available to you depend on your company’s plan and your assigned seats.