Explainer: About deal likelihood scores

Who's this for? Anyone forecasting with Gong

Where to go? Deals

Plan: Working with Gong Forecast requires a Forecast seat.

A score that says how likely a deal is to be won

AI-driven deal likelihood score indicates how healthy a deal is and its likelihood to close in the expected quarter, compared to other deals in your pipeline. By showing you which deals are more likely to close, your sales team can forecast accurately, spot risks early on, and focus on the right deals.

Get an impartial opinion on the status of every deal, every day, and see how it compares to other deals. The AI behind the score continuously learns and adapts predictions to your business, constantly improving its accuracy in an ever-changing business world. And as part of our white-box approach, we show you why the deal got the score, and tell you what the most impactful positive and negative signals contributed to the score calculation.

With scores, we look at over 300 signals from your calls, emails, CRM data, and other Gong AI and conversation intelligence features such as warnings and trackers. These signals (also known as “factors” or “features”) provide valuable information that our machine-learning model uses to learn patterns and relationships. By analyzing these signals from past closed-won and closed-lost deals, the model learns what good and bad deals look like, and predicts outcomes for new, never-before-seen deals.

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. We evaluate every individual open deal on their signals, and then rank each one so you can compare how likely they are to close relative to one other.

For example, a deal scored 80 has a better chance of closing than 80% of your other open deals.

It does not signify that the deal has an 80% chance of closing and is 80 also not the expected win rate.

Score ranges

To make it easy to search for or group deals that are or aren't doing well compared to others, we divided the scores into three strength indicators:

Holistic visibility on deals

Our AI assesses data from a range of sources so that you get a score based on as much deal intelligence as we have.

Our sources include:

• CRM

  Scores currently support Salesforce and HubSpot CRMs.

• Video and phone calls

  Other calls, including ones that aren’t recorded, and calendar events - coming soon

• Emails

Pre-requisites

Historical data

You need the following information in your CRM:

• At least 50 deals that were closed-won in the last 2 years, with a minimum lifespan of 3 days

• At least 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.

The more historical deals you have, the more accurate the score will be.

CRM connection

The following fields must be imported from your CRM:

• CRM field used for close date

• CRM field used for amount

• CRM field used for stage