Sales Tracking Software: Stop Losing Winnable Deals

Sales and revenue tracking software enables sales managers to monitor key activity in their deals and track activity data. There are two main types of indicators that can be tracked:

• Pipeline health indicators: As a sales leader, you already know the red flags, risk indicators, and green lights that crop up throughout your pipeline. Gong’s sales tracking software shows you all of these indicators across the entire pipeline, including up-to-date information on all deals like emails, calls, and next steps. That way you and your sales managers can rely on accurate data in their forecast. 
• Activity data: These indicators are used to determine sales productivity by looking at emails sent, calls made, meetings booked for each rep and across teams. Sales managers use sales tracking software to improve team productivity and sales effectiveness.

Sales tracking software connects to your team’s most-used tools to measure team activity and understand what separates top producers from average performers. Sales tracking software integrates with your team’s calendar, email, webconferencing, and dialer software to measure activity. It then pulls data from the CRM to understand what good looks like so you can coach reps to right behaviors.

Sales tracking tools give you complete visibility into your team and your pipeline. Sales managers use it to monitor the following metrics:

• Pipeline metrics: Seller and buyer activity on an account, Next steps, Competitor mentions in deals, Opportunity stage and forecast information 
• Activity metrics: calls made, calls connected, emails sent, emails received, meetings booked

Gong’s sales tracking software isn’t rocket science. But it is science. How else do you get this combination of features, automation, analysis, and insights? Here’s how it works:

1. Gong records and tracks customer-facing interactions across web conferencing, phone, and email to bring you unimpeachable activity data.
2. Gong’s AI engine ties conversations to outcomes logged in your CRM to capture what sets top performers apart.
3. Gong’s deal boards give you an up-to-date view of your pipeline so you can sniff out shaky deals and correct course as needed.
4. You get total visibility into your team, your deals, and your market, all of it based on data from real-life conversations.

Gong provides customizable options for defining which calls it tracks. Gong will record a call based on your customizations, as well as any changes you make in your auto-dialer software. Of course, Gong won’t record any client call without the client’s express permission.

Compliance is a big deal to us here at Gong. After all, we’ve got lots of customers, each with their own big database of customer interactions. For their sake, and the sake of their customers, take data privacy very seriously. Whether it be data retention or recording consent, we’ve got your back. You can review our security certifications here. 

Some countries and U.S. states require that both parties on a call must be notified that the call is being recorded. As a best practice, we recommend including this notification regardless of the call participants’ locations.

Here’s how Gong helps you stay compliant and protect data privacy:

• A personalized consent page hosted by Gong for obtaining recording consent. Team members send invitees the link to this page instead of the conferencing provider’s link. After invitees consent to be recorded, they are directed to the meeting.
• Install the Gong for Google Calendar add-on domain-wide or per individual to easily schedule meetings using the consent page in the native calendar app.
• Audio prompt. Participants hear the prompt when they join the call, telling them that the call is being recorded.
• Pre-call emails. Participants can receive an email 10 minutes ahead of the scheduled call reminding them of the call and that it will be recorded.
• With Gong, you can set your compliance settings to meet your local and company requirements.

Gong integrates with all the pieces of your sales team’s tech stack. That goes for call recording VOIP, CRM software, web conferencing software, dialers, email, and more. Some of our leading integrations include Salesforce, Hubspot, Zoom, Cisco Webex, and more. Frankly, we’ve got dozens upon dozens of integrations for nearly every software category (a list that continues to grow). You can view our full list of integrations here.

We love this question. Using Gong’s sales pipeline software, you can see all customer touchpoints broken down by call, email, and web conferencing. You can see the scheduled next steps for each deal. You can even see whether an email has been answered (and who on the buyer side answered it). Of course, you’ll always have full visibility into all CRM data associated with a given account. Here’s a full list of the deal information you’ll have access to:

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

Some players are only in it for the stats. At Gong, we show you the stats that lead to more closed business. That includes:

• 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 measured on a 0–10 scale. The recommended grade is 5 or more.
• Patience: This shows how long the team member waited after the customer finished 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 allows you to review your sales pipeline more accurately and in more detail by using data and insights extracted directly from your sales calls. First of all, you can review recent calls for topics discussed, competitor mentions, objections, and customer questions. Use these insights to inform the next steps required to move the deal forward. Then you can set up filters to receive notifications on calls that may require attention. From there, you can define granular filters to find calls that match certain criteria spanning call content (keywords, trackers, topics), call dynamics (talk time, longest monologue), Salesforce.com data, and more. Finally, save useful searches and get notified on calls matching those criteria. For example:

• Notify me immediately about high-interest deals, such as deals in stage 4 where the deal size is more than $20,000 and the customer mentions a competitor.
• Include in my daily digest all calls where the prospect talked about a discount.
  
• Include in my weekly digest all calls where my sales team suggested a multi-year deal.

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.