Sales automation software that turns every task into revenue
What is sales automation software? An essential guide for modern revenue teams
Sales automation software is designed to eliminate manual, repetitive tasks from the sales process so your team can focus on what actually drives revenue: building relationships, progressing deals, and closing business. Instead of spending hours logging calls, updating CRM records, or chasing reminders, sales automation software uses AI and workflow integrations to handle the busywork—automatically.
Why do businesses use sales automation software? Three reasons stand out:
- Increase productivity: Automation frees up reps from administrative work, letting them spend more time selling and less time on data entry.
- Improve data accuracy: Automated logging and tracking ensure every call, email, and meeting is captured—no more missing context or incomplete records.
- Accelerate deal cycles: By surfacing next-best actions and automating follow-ups, sales teams move deals forward faster and reduce the risk of stalled opportunities.
- Automatic call and email logging
- AI-powered task prioritization
- Real-time activity tracking
- Automated reminders and follow-ups
- Intelligent lead and opportunity scoring
- Pipeline management: Keep every deal on track with automated reminders and risk alerts.
- Lead nurturing: Trigger timely, personalized follow-ups based on buyer behavior.
- Rep onboarding: Shorten ramp time by automating training tasks and surfacing best practices.
- Forecasting and reporting: Ensure every activity is captured for more accurate pipeline and revenue predictions.
See Gong in action
In this self-guided tour, discover key features that sales teams and leaders love.
Why Gong takes a fundamentally different approach
While many sales automation solutions focus on automating basic tasks, Gong’s AI OS for revenue teams goes further. It doesn’t just automate—it orchestrates. Gong captures the full context of every customer interaction, analyzes it with purpose-built AI, and turns those insights into prioritized actions that drive real revenue outcomes. No more guesswork. No more static task lists. Just clarity, momentum, and results.
Why use Gong for sales automation software?
Gong’s approach to sales automation is built for ambitious revenue teams who want more than just efficiency—they want impact. With Gong, you can:
- Automatically capture and log every customer interaction—calls, emails, meetings, and more—without lifting a finger.
- Prioritize tasks based on real buying signals, not just activity volume or gut instinct.
- Surface next-best actions for every deal, so nothing falls through the cracks.
- Eliminate tool sprawl by bringing AI-powered automation, insights, and workflows into a single platform.
The experience is seamless. Gong’s AI agents work in the background, analyzing every conversation and updating your CRM automatically. You get real-time recommendations, dynamic task lists, and unified workflows—so your team spends less time managing tasks and more time moving deals forward.
See Gong’s sales automation software solution in action
What does this look like in practice? Here’s how revenue teams use Gong every day:
Gong logs every call, email, and meeting—automatically—so you always have a complete record of buyer engagement.
AI Tasker analyzes deal context and buyer signals to suggest which actions will move the needle, so reps know exactly where to focus.
Automated reminders and next-step recommendations keep deals on track and prevent pipeline stall-outs.
Managers use real interaction data to identify what top performers do differently, then automate coaching and onboarding for the rest of the team.
How does Gong’s sales automation system work?
Here’s what happens behind the scenes:
Gong automatically joins scheduled calls or records inbound/outbound phone conversations, with clear consent and privacy controls built in.
Every call is securely stored in the cloud, encrypted at rest and in transit, with customizable access permissions for compliance.
Gong’s AI transcribes the call in near real time, tagging key topics, action items, and risks.
All recordings and transcripts are indexed and made instantly searchable. You can filter by rep, account, deal stage, or keyword—so you always find what you need.
Insights from calls feed directly into your coaching, pipeline, and forecasting workflows—so you’re always working with the full truth, not just CRM notes.
More than sales automation software
Sales automation is just one piece of Gong’s broader Revenue AI vision. Here’s how it fits into the bigger picture:
Unified data foundation
Gong captures 99 percent of customer interaction data—far beyond what traditional CRMs can see—creating a single source of truth for your revenue team.
AI-powered insights
Purpose-built AI models analyze every conversation, surfacing patterns, risks, and opportunities you’d otherwise miss.
Embedded AI agents
From task prioritization to deal monitoring, AI agents work within your daily workflows to drive action, not just analysis.
Enterprise-grade governance
Security, privacy, and compliance are built in, so you can automate with confidence at scale.
How sales automation software powers Gong’s AI OS
Sales automation is the connective tissue that powers every application in Gong’s AI operating system for revenue teams. Here’s how it drives impact across the platform:
Gong Engage: Personalized outreach and automated follow-ups
Sales automation feeds engagement workflows by:
- Automatically logging every call, email, and meeting, so reps never lose track of buyer touchpoints.
- Triggering AI-powered follow-up recommendations based on real engagement signals—not just static rules.
- Enabling personalized outreach at scale, with AI Composer crafting messages tailored to each deal’s context.
Gong Enable: Coaching and training assets from real interactions
Automation turns every customer interaction into a learning opportunity:
- AI Call Reviewer and AI Trainer analyze calls to identify best practices and skill gaps.
- Automated task creation ensures reps follow up on coaching recommendations and training assignments.
- Managers can scale onboarding and enablement by sharing proven talk tracks and objection-handling tactics, all surfaced from real sales conversations.
Gong Forecast: Data-driven pipeline predictions and deal risk assessment
Sales automation fuels forecasting accuracy by:
- Ensuring every activity and buyer signal is captured and logged for complete pipeline visibility.
- Feeding AI Revenue Predictor with real-time data to assess deal health and forecast revenue with confidence.
- Alerting managers to at-risk deals and pipeline gaps, so they can intervene before it’s too late.
With Gong, you’re not just automating tasks—you’re orchestrating revenue. Every action, every insight, every outcome is connected, so your team can move faster, work smarter, and win more often.
See sales automation software in action
Upwork: From manual chaos to 95% forecast accuracy with Gong
Challenge: Upwork’s revenue operations team was drowning in manual processes. Forecasting was a best-guess exercise, with data scattered across spreadsheets and incomplete CRM records. Reps spent hours logging calls and updating tasks—time that could have been spent selling. Leadership lacked confidence in pipeline health, and deals often slipped through the cracks.
Solution: Upwork implemented Gong’s AI OS to automate every aspect of sales activity tracking and task management. Gong captured every call, email, and meeting automatically, analyzed buyer interactions for signals and risks, and surfaced prioritized next steps for reps and managers. Forecasting became data-driven, with AI-powered insights replacing gut feel.
Results:
- Achieved 95 percent forecast accuracy within three quarters—up from unreliable, manual predictions.
- Increased rep capacity by 60 percent as administrative work disappeared from daily workflows.
- Improved pipeline visibility and deal velocity, with fewer deals stalling and more closing on time.
"Our forecast accuracy has grown to the point that we’re now at 95%. Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
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What our customers say
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
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Ready to turn every conversation into revenue?
See how Gong’s sales automation software and AI OS for revenue teams can help you:
- Eliminate manual busywork and free up reps to sell
- Surface next-best actions and keep every deal moving
- Drive predictable, data-backed revenue growth
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