Sales Management Software: Transform Your Sales Team into Stars

Sales management software gives managers the tools to manage their team and their pipeline including:

Sales coaching: Onboard new reps, identify best practices based on data, share them with the team, coach to right behaviors, and monitor progress on key sales performance indicators.

Pipeline management: Track deal activity, spot at-risk deals, monitor pipeline conversion, and improve forecast accuracy.

Sales management software connects with your CRM and your team’s tools (calendar, inbox, web-conferencing, and more) to measure team activity and generate insights and recommendations on how to improve performance. Improve win rates, increase sales productivity, grow average deal size, and beat your revenue targets with sales management software.

Sales managers rely on sales management tools to monitor and improve team performance on key sales metrics. Major benefits include:

• Faster onboarding time: shorten time to first deal.
• Improved win rates: close more deals.
• Spot at-risk deals in pipeline: and proactively set deals back on a course to closed-won.
• Better forecast accuracy: use deal activity to eliminate shaky deals from your forecast.

Hear a great call that deserves attention in your next team meeting? Or would it be a good demo to watch for onboarding? Make a library folder for it and keep it to reference later.

The library enables sales managers and sales enablement pros to organize different types of calls in various library folders for quick and easy access.

• Create folders in the Gong library corresponding to skills and common areas for improvement in your team.
• Curate relevant call samples in the library and add comments guiding users to the key takeaways that will allow them to improve their skills based on the call.
• Create special folders to help new salespeople ramp up quickly, nuances and all.
• When you find a really good call, place it in the library and make comments against specific snippets worth listening to.
• When the main action of a call is in one (shorter) snippet, save the snippet to the library instead of the whole call.

Using Gong’s sales pipeline software, you can see all customer touchpoints by call, email, and web conferencing. You can see scheduled next steps. You can see whether an email has been answered (and who on the buyer side answered it). As well as all CRM data associated with that account.

• Calls and emails
• Account status
• Opportunities
• The sales engagement map
• Call details

• Talk Ratio – The average percentage of all the call in which your seller spoke. The recommendation is for no more than 65% of the time.
• Longest Monologue – The duration, in minutes, of the longest speech on the seller side. The recommended maximum length is no more than 2m 30s.
• Longest Customer’s Story – The duration, in minutes, of the longest customer-talking segment. This includes short team member interruptions. The recommended length is between 1 and 2 minutes.
• Interactivity – This shows how often the conversation switched back and forth from team member to customer and is on a 0–10 scale. The recommended grade is 5 or more.
• Patience – This shows how long the team member waited after the customer completed talking before taking over the conversation. The recommended wait time is between 0.6 and 1 second.
• Question Rate – This shows how frequently the team member asked questions during an hour of conversation. It is recommended to ask 18 or more questions.

Gong offers the highest level of security to all customers. Gong is compliant with SOC2 Type II, EU Privacy Shield, and GDPR (General Data Protection Regulation). Recordings and all other data (such as transcript data) are stored in Amazon data centers, and are encrypted at rest and in transit.

Gong for Salesforce allows customers to push key data fields from Gong into Salesforce. These data fields include:

• Call participants
• Topics
• Trackers
• Rep stats (talk ratio, longest monologue, etc)

These data fields are tied to Salesforce accounts, contacts, leads, and opportunities so customers can correlate Salesforce data with conversation data. 

Our app also includes 9 out-of-the box reports and 2 dashboards to showcase what’s possible and get customers started down this path. Examples include:

• Early stage opportunities where pricing was mentioned on a call so managers can coach their reps appropriately
• Pipeline Analysis Dashboard: competitive opportunities closing this quarter, late-stage opportunities without pricing mentions
• Competitive Analysis Dashboard: includes win rate per quarter for competitive opportunities, and dollar value of competitive opportunities that were closed-won