In this three-part post, we’re delving into all of the essential steps and resources you need to enhance rep productivity with Gong. Be sure to check out the configuration checklist first if you haven’t already!
Part 1: Monitoring your team’s pipeline
Monitoring your pipeline regularly is key to understanding whether your team is on track to hit their goals. Below are three actionable tips that will help you stay on top of your pipeline performance and keep everything moving smoothly.
1. Review deal boards and track weekly performance (pipeline created, sales generated, renewals generated, upsell generated, etc.) to understand whether your team will hit, miss, or exceed their goals.
- Using Deal Boards
- Running effective pipeline reviews (Gong Academy)
2. Research and identify risks in key opportunities using deal warnings, the account page, the activity feed, and Gong’s Ask Anything feature.
- Stay on top of your deals with warnings
- Intro to the account page
- Ask anything about a deal, account, or contact
- Identify at-risk deals
3. Identify and monitor progress in your team’s key deals and identify strategies to ensure successful closings.
Part 2: Building your coaching strategy and identifying trends in your reps activities
Now that you’ve successfully built a process for monitoring pipeline performance on a regular basis, you can start identifying trends in your rep’s activities and coach more effectively. Here are a couple of actions you can take right now to start improving productivity among your team.
1. Provide feedback on 1-2 calls per week (per rep). We recommend highlighting one successful call and one call where you’ve identified some opportunity for improvement.
2. Find patterns among your highest performing reps by reviewing your team’s metrics in the Team Insights and Deal Analytics tabs.
Here are a few of the key metrics we recommend keeping track of:
- Activity
- Interaction
- Responsiveness
- Trackers
- Win/Loss
- Drivers
Part 3: Identifying insights
Finally, dig deeper into your data to uncover strategic insights. This section will help you identify trends that can shape your standardized playbooks and enablement efforts.
- Analyze your Initiative Boards & Market Insights to determine themes across various touch points throughout the Customer Journey. Pay special attention to trends and opportunities for improvement.
- Track adoption of your strategic initiatives
- Market Insights
- Tracking your strategic initiatives (Gong Academy)
- Fine-tune your standardized playbooks and enablement efforts based on what “good” looks like.