Gong on Gong: Gain complete visibility into strategic enablement initiatives

Many enablement leaders lack visibility into the performance of new programs. It’s not unusual to launch a strategic initiative and then…crickets, leaving you with more questions than answers, such as: 

But without access to in-depth insights, it’s impossible to know exactly if an initiative is working or not. And that can stop progress in its tracks – according to McKinsey, 70% of strategic initiatives fail due to lack of monitoring. 

Implementing robust initiative tracking is a must if you want to level up your field team and drive more revenue. But doing so is easier said than done. 

That’s why I’m excited to share how my team and I use Gong to access strategic initiative insights, uncover sales methodology adoption, and move the business forward.

Sales methodologies drive consistency. These frameworks guide reps through the sales process and help them win more deals.

At Gong, we use MEDDICC as a sales framework; it helps sellers qualify customers by understanding the decision-making process within a buyer’s organization.

After implementing this framework, I needed to know if my team was adopting the process, so I turned to Gong’s initiative boards.

To better understand whether our field team is adopting MEDDICC, I rely on the initiative board in Gong. This board provides me with a high-level overview of program adoption over time. You can also use initiative boards to track sales messaging adherence, new pricing structures, product and service launches, and much more.

Looking at the graph, I can quickly see how different components of MEDDICC (metrics, economic buyer, decision criteria, decision process, paper process, implicate pain, champion, and competition) are being adopted across the entire field team. The trend lines show me what’s working well, what isn’t, and where there are opportunities for improvement. 

I also use the timeline to see how launch dates, enablement sessions, and seasonality have contributed to overall adoption. You can customize the displayed timeframe to fit your needs, but I typically look at the past 90 days. 

To drill down into each element of the sales methodology, I hover over the individual lines on the graph. In this case, I can see the team is almost always nailing discovery questions, but there’s a lack of adoption and, potentially, understanding of the paper process. With this knowledge, I can connect with my team and quickly spin up new enablement or training resources to help the field with the deal execution stage.

After viewing adoption across the field, it’s time to analyze the sales methodology adherence by team.

Identifying broad trends over time is a great starting point, but I want to learn how each team has adopted our sales methodology. Scrolling further down on the initiative board, I can see adoption by team and MEDDICC category. You can also customize your initiative board by individual, as opposed to team.

To quickly understand the information in front of me, elements with high adoption (greater than 70%) are highlighted in green, and elements with low adoption (less than 40%) are highlighted in red. You can choose the thresholds that work best for your business.

With access to more granular metrics, I can quickly pinpoint insights and develop more targeted enablement materials. From this view, I can see that most teams have no problem identifying a champion and key metrics. However, most teams – especially Kate’s –  are struggling with the paper process. Now, we can use that intel to build focused training and enablement programs that make sense on a process-level to our sellers, and help them level up. 

To build and scale successful enablement programs, you need visibility. 

Thankfully, Gong’s Revenue AI Platform helps enablement leaders track and measure the impact of new initiatives, like implementing a sales methodology, so they can equip sellers to win more often. And we’re constantly releasing new AI-driven capabilities to help your GTM organization succeed. 

Personally, I’ve found Initiative Boards to be a game-changer – I use them to access insights and make changes on the fly to ensure we’re moving the business forward. I can’t wait to see how other enablement leaders use these boards to transform their workflows.

Get a demo to learn how to unlock new levels of visibility.