Track progress in your playbook

Where to go: Deals > Pipeline

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

1. 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.

2. Each element in the playbook is represented by the first letter of the element name, and appears in one of the four possible ways:

   1. White: Nothing is filled in yet. There is no manual note and no AI findings.

   2. White with a star: AI has suggested a note.

   3. Light blue: A manual note was added by the rep, regardless of the AI state.

   4. Dark blue: Either the rep or the manager (depending on your process) has confirmed that the element is validated.

   

3. 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.

   

4. Click ? beside the element name to the description, and get in-app coaching on how to answer the element.

5. Click the note field to add and edit the note.

6. 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.

   1. 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.

7. Copy and paste the suggested note into the note field, or use it as a springboard for writing your own note.

8. 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.

9. To validate the element, click the note field, check the Mark as validated checkbox, and click Save.

FAQs