Unify sales teams: Drive consistency and growth with Gong’s new AI announcements

When asked about the top challenges impacting their productivity, respondents of Gong’s State of Sales Productivity, 2024 study had two top answers: administrative tasks (61%) and inefficient processes (47%).

Those are not stats you’d expect to see now that sales teams have AI at their disposal. Why aren’t more revenue teams efficient in their efforts to drive growth? 

It isn’t for lack of trying. But today’s revenue teams are limited by disjointed processes, solutions, and data; they’re struggling to unify workflows and collaborate with ease, let alone meet rapidly changing customer expectations. 

They need a better way to revenue – one that’s not constrained by siloed solutions or resource-intensive processes. 

That’s why today, at Celebrate, we announced a series of enhancements to Gong’s Revenue AI Platform that help unify your tech stack and bring together critical GTM functions. With our latest innovations, you can embrace new levels of automation, create consistency across your sales workflows, and grow your pipeline from anywhere. 

At Gong, we continue to expand our market-leading revenue AI capabilities with five new product enhancements designed to empower your entire GTM org – from sellers to the C-suite:

Disjointed processes, solutions, and data are byproducts of the modern, specialized revenue team. Just think about how many team members work with one customer — from SDRs who prospect to AEs who close the deal to CSMs who manage the post-sales experience. Executives are also peppered throughout that journey, ensuring the company addresses that customer’s needs and goals.

It takes a village to close a customer, and that doesn’t just mean handoffs – upselling and cross selling also add to the complexity. To transfer knowledge between all these stakeholders, sellers dedicate considerable time to creating account briefs, with varying results to show for it. 

Inconsistent – not to mention time-consuming – briefs damage the handoff process, leading to missed opportunities and dissatisfied customers. 

Enter the AI Brief — which gives you the ability to get anyone up to speed on the relevant account, deal, or call context for a given situation. Here’s how it works:

We expect this feature to be generally available in the coming months.

Now that your reps can spend more of their time and energy with the customer, you can focus on improving the quality of those interactions. 

In today’s competitive market, a poor interaction can send buyers running. That’s why coaching scorecards are so important, as they ensure sales teams are adhering to the best practices that drive higher win rates. 

Diligent improved win rates by 7.4% by using Scorecards to coach the team on the use of video to improve client interactions. 

Scorecards are essential for effective coaching, but up until now reviewing and scoring calls has been a manual and time-consuming task for managers. 

Gong’s new AI Scorecard Answers are a force multiplier for your sales productivity. They take the burden out of scoring your reps by pre-populating your coaching scorecards with AI suggested answers. You can generate a scorecard with simple prompts like “Did the rep confirm the next steps?”. Gong will analyze the call recording to detect what happened and then suggest answers to the scorecard, dramatically speeding up the scoring process for managers. 

AI Scorecard Answers also result in a better experience for reps, who get more timely and clear feedback that shows exactly where in the call they scored high or low. Most of all: the customer experiences more engaging and productive sales conversations. 

We expect AI Scorecard Answers to be generally available in the coming months.

Since Smart Trackers came out two years ago, thousands of teams have used them to monitor complex concepts to help improve sales execution. 

Deals where sellers use Smart Trackers have 35% higher win rates than deals without smart trackers. (ROI of AI, Gong Labs 2024 study)

For example, Kelly Services set up a Smart Tracker to see how often their reps were getting to authority.

Smart Trackers can provide powerful insight, but take time to train. That’s why we’re excited to introduce Pre-Trained Smart Trackers, so you can monitor common revenue concepts across your team’s calls and emails without having to train AI yourself.

With Pre-Trained Smart Trackers you can start tracking concepts in minutes, not hours. You can accelerate time to insight, get ahead of market trends, pinpoint coaching opportunities, and uncover sales cues that are essential to uncovering risk and growing your pipeline.

You will have access to a pre-trained library of trackers, which will only continue to grow. We will release new Pre-Trained Smart Trackers each month.

We expect this feature to be generally available early next year.

Data-driven decision-making can often be stymied by complex organizational silos that make it hard to connect and harmonize data.

Similar to how an AI Brief solves the game of telephone tag, Gong’s new Revenue Analytics addresses data and analytics challenges by centralizing target and metric management right where revenue teams live.  

With Revenue Analytics, Gong Forecast customers get access to configurable analytics, customizable dashboards, and centralized target and metric management. Create a library of metrics and targets to populate pre-configured dashboard templates, or create your own custom dashboards to measure revenue performance. It’s a single point of reference from which you and your teams can manage your pipeline, forecast accurately, and deliver reliable revenue. Plus, since these analytics are built on-top of your Gong workflows, you can drill down and take action from any dashboard.

Pipeline Analytics, the first release of Revenue Analytics, is generally available today for all Gong Forecast users. Use Pipeline Analytics to inspect pipeline, monitor pipeline health, and track pipeline-building and conversion within Gong, tasks that used to require manual effort across CRM, business intelligence (BI), and spreadsheets. 

With revenue insights gleaned from your customer interactions and surfaced directly in team workflows, reps and managers can be more proactive and strategic. And generate more revenue, with greater precision.

Today’s sellers struggle to quickly get the full context they need to efficiently personalize engagement. To equip reps with the necessary insights, in the systems they’re already working in, Gong is helping customers bring their rich conversation data and insights directly to CRM and email inboxes with Gong Anywhere. Available now for Gong Engage in the Chrome store, Gong Anywhere helps reps combat the productivity drains and knowledge gaps that arise from siloed CRM and email systems with two extensions:

Gong Anywhere for Salesforce and Gmail is currently available in the Chrome Store. Sellers will soon be able to access these capabilities within their Microsoft Outlook workflows, so they can grow pipeline from anywhere.

With nearly 80% of sales organizations failing to meet their revenue goals (Forrester), it’s clear that access to AI isn’t enough. GTM organizations need to move beyond disjointed tech stacks and workflows to effectively reap AI’s benefits. 

Unify your AI platform with Gong and derive better outcomes from your AI investments. With Gong’s Revenue AI Platform, you can streamline workflows, reduce pipeline risk, and create more predictable revenue across your GTM teams. 

Start now by booking a demo today.