Track progress in your playbook
- 4 minute read
- Contributors
- DarkLight
Track progress in your playbook
- 4 minute read
- Contributors
- DarkLight
Article summary
Gong's AI-powered playbook integrates your company's sales methodology into the platform, allowing you to monitor progress alongside your deals. The playbooks enhance win rates by ensuring consistent adherence to the sales process and identifying execution gaps. AI tracks process compliance and suggests evidence from customer interactions, improving efficiency. Playbooks within Gong streamline progress tracking for reps and provide insights for sales leaders. Each element in the playbook is represented by a letter, indicating its status. Users can add notes, validate elements, and sync data with their CRM. Gong's AI notes currently support English only, with plans for other languages. Deleting a playbook permanently removes saved data, while deleted elements affect unsynced data only. Tracking playbook progress is also possible through the Points of Interest tab on call pages.
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Your AI-powered playbook embeds your company’s sales methodology directly in Gong, so you and your team can track progress where you track your deals - in your deal boards.
Gong playbooks:
Improve win rates by ensuring that you and your team consistently follow the sales process
Spot execution gaps in your pipeline with AI that automatically tracks whether your sales process is being followed in your deals
Improve methodology compliance and increase efficiency with AI that automatically suggests evidence from customer interactions
The benefits of having your playbook in Gong
With your playbook right inside your deal board, you see how your deals are progressing in the most relevant place.
For reps: AI helps you fill in the elements more quickly and with less memory work, so it’s easy to comply with your playbook, track progress and keep your CRM updated.
For sales leaders and RevOps: See whether deals are progressing according to your organization’s milestones.
Using your playbook
Open a deal board and look for the playbook column. It will be the name of the playbook your company uses. For example, MEDDICC, SPIN, or BANT.
Each element in the playbook is represented by the first letter of the element name, and appears in one of the four possible ways:
White: Nothing is filled in yet. There is no manual note and no AI findings.
White with a star: AI has suggested a note.
Light blue: A manual note was added by the rep, regardless of the AI state.
Dark blue: Either the rep or the manager (depending on your process) has confirmed that the element is validated.
Click on any letter to open the Playbook tab in a panel on the right. Here you see each element in the playbook, with a field for notes.
If the playbook is synced with your CRM, notes updated here automatically sync with your CRM.
Click ? beside the element name to the description, and get in-app coaching on how to answer the element.
Click the note field to add and edit the note.
If you see AI suggested note below the note field, it means Gong AI has suggestions for completing this element. Click the chevron to see the suggestion.
Hover to the right of each suggestion to show a chevron; click on that chevron to show the sources for that note. Click Review call to open the call, in a new panel, at that specific moment.
Copy and paste the suggested note into the note field, or use it as a springboard for writing your own note.
Click Save. Only people with access to the deal can save notes. If the element is synced with your CRM, you’ll need to have CRM sync permissions to save a note. For more about permissions, see this.
The note displays who last edited the note, and when.
To validate the element, click the note field, check the Mark as validated checkbox, and click Save.
FAQs
How many active playbooks can I have?
Currently, you can have one active playbook at a time. If you go to publish a second playbook, you won’t be able to publish it but you will be able to save it. To publish the second playbook, first unpublish the active one.
How many elements can I have in each playbook?
Currently, you can have up to 9 elements per playbook.
Can I backfill data from Gong to my CRM?
Yes, you can. You can backfill data for up to 3 months.
What do the colors mean for each letter?
White: There is no manual note and no AI findings.
White with a star: AI has suggested a note.
Light blue: A manual note was added by the rep, regardless of the AI state.
Dark blue: Either the rep or the manager (depending on your process) has confirmed that the element is validated.
How is the status of each element updated?
The status updates according to actions that take place. For example, when an AI note is added, it moves from white to white with a star. When a manual note is added, it moves from white (or white with a star) to light blue. When a rep or manager confirms that an element is validated, it moves from light blue to dark blue.
Do notes sync to the CRM?
If your admin has synced the notes fields to CRM fields, yes they do.
In what languages do AI notes work?
Currently, AI notes are in English only. We’re working on support for other languages too.
What happens to the data in a playbook if I delete it?
If you delete a playbook, data that was saved in the playbook can’t be restored. If elements were synced with your CRM, the synced data isn’t affected.
What happens to data if I delete an element?
If the element is synced with your CRM, data that’s already been synced isn’t affected. If the element hasn’t been synced, the data is removed from the playbook and can’t be restored.
Where else can I track playbook progress?
You can track which playbook elements came up in a call via the Points of interest tab on the call page. For more, see Points of interest in a call.
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