Sales Tracking Software: Stop Losing Winnable Deals

Sales 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:

First: pipeline health indicators. Sales tracking software shows up-to-date information on all deals like emails, calls, and next steps so sales managers can rely on accurate data in their forecast.

Second: 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. Here’s how it works:

1. Gong records and tracks customer-facing interactions across webconferencing, phone, and email to bring you unimpeachable activity data.
2. Gong’s AI engine ties conversations to outcomes logged in CRM to capture what sets top performers apart.
3. Gong’s deal boards gives you an up-to-date view of your pipeline so you can sniff out shaky deals and course-correct.
4. Gong gives you total visibility into your team, your deals, and your market – 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, and any changes you make in your auto-dialer software.

Compliance is a big deal. Whether it be data retention or recording consent, we’ve got your back. You can review our security certifications here. 

Some countries and US 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:

• 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.
• Use our calendar add-on! 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’s recorded.
• With Gong, you can set your compliance settings to meet your local and company requirements. We’ve got you covered.

Gong integrates with all the pieces of your sales team’s tech stack (call recording VOIP, CRM software, web conferencing software, dialers, email). These include: Salesforce, Hubspot, Zoom, Cisco Webex, and more. Click here to view our full list of integrations.

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 allows you to review your sales pipeline more accurately and in more detail by using data and insights extracted from your sales calls.

• 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.
• Set up filters to receive alerts on calls that may require attention.
• 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.
• Save useful searches and get notified on calls matching those criteria. For example:
  • Notify me immediately on high-interest deals, for example: deals in stage 4 where the deal size is over $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.