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Gong Deal Boards/Analytics

I'm working on a project to improve our sales process and I'm looking for some insights and best practices from the community.

I need an automated way to identify deal ratios of emails to calls. This would help us spot and address potential inefficiencies in our communication strategy.

I've spent a lot of time reviewing Gong's dashboards, deal boards, and native metrics. From what I can tell, there isn't a simple, out-of-the-box solution to calculate this ratio by combining email data and call data from Gong directly within the Gong platform.

My Proposed Solution:
My current plan involves using Salesforce as the central hub to perform the calculation, and then importing that data into Gong. Here's my step-by-step approach:

  1. In Salesforce create custom fields on the Opportunity object to track Email Count and Call Count, updating them with Salesforce Flows.
  2. I'll map this new Communication Ratio custom field from Salesforce into Gong.
  3.  I'll use this new metric to build a custom Deal Board for our sales leaders and a Smart Alert to notify reps when a deal's ratio crosses a certain threshold.

My Question to the Community:
This solution feels a bit complex, and I'm wondering if I'm missing a more efficient or "Gong-native" way to achieve this.

Has anyone else tackled this problem? If so, how did you do it?

Are there any potential pitfalls with my proposed Salesforce/Gong integration method that I should be aware of?

Is there a different way to leverage Gong's capabilities (like a specific API or a feature I haven't found yet) that would make this process smoother?

Any help, pointers, or alternative solutions would be incredibly helpful. 

 

Hi ​@Ana Flores!

Thanks for sharing such a detailed breakdown of your approach. 

Your Salesforce-based method is solid if you’re not getting a native calculation for this metric from Gong. Mapping custom fields from Salesforce into Gong to power a Deal Board and Smart Alerts should work well, but make sure you’re aware of potential data sync timing issues and email/call counts between the two systems.

A couple ideas that might help if you haven’t already tried them:

  • Use Gong APIs to pull call and email activity directly which could help you calculate the ratio without relying entirely on Salesforce

  • Check if Gong’s custom Deal Board or reporting templates can already give you partial insights or let you add a calculated field

Tagging in ​@Andrew O'Driscoll and ​@BridgetFinegan for some initial thoughts here, also some Visioneers for ideas: ​@Jim Burchell ​@Sara C ​@Daniel McFarland ​@David Tittle ​@Mike Grosz ​@Amy Bryce ​@gillianwhite ​@Becky L ​@Nicole Gleason ​@Ian Brown ​@Stephanie H ​@lmarchese ​@Lex Faughnan ​@Catherine Dang 

 

​@Ana Flores cool idea and ultimately helps answer the root-cause around lack of comms and multithreading.

Can you use a basic Activities with Accounts report in SFDC to do this with the activity already being sent from Gong? For example, this was a recent won deal that shows the total # of activities by month. 



If not, I’d agree it feels like a lot but being a SFDC Admin as well I think you’ll find it easier to get a “count of” field in Salesforce for specific types of calls and email activities. Then you can use all the out of the box widgets within Revenue Analytics. For example, we currently measure # of Contacts on deals using a rollup field in SFDC. I can then flag that as a Warning on Deal Boards if it’s below a specific #. 

Only thing I can think of as a pitfall is make sure you are filtering for specific types of email i.e. reply, forward, sent using the subject line otherwise it may get inflated. 

The purple and pink activity bubbles are an awesome quick visual but if you need to solve for quantifiable data i.e. we win more details when our email & call ratio is X I get that too. 

Hi ​@Ana Flores - we don’t currently surface data-by-deal or emails via the API, so you haven’t missed anything there. 

Love the vision, though!

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