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How Sales Managers Can Use GTM One to Analyze Pipeline and Deal Risk

Learn how sales managers review pipeline, deal risk, and team calls.

Gabe PirelaGabe PirelaPrincipal Product Manager

Learn how sales managers review pipeline, deal risk, and team calls.

Overview

As a sales manager, you can use GTM One to see where your team's pipeline stands each week, find the deals that need attention, and understand what is happening on those deals before you meet with your reps. This workflow brings together several areas of GTM One:

  • Deals: A weekly view of your team's pipeline, with an AI weekly brief, reps grouped by status, and flagged deals with recommended next steps.
  • Opportunity profiles: Everything about one deal on a single page, including deal insights and the deal's tailwinds and headwinds.
  • Meetings: Call recordings you can filter by rep, plus Voice of Customer for themes across many calls.
  • Coaching and Analytics: Coaching initiatives and conversation metrics for your reps.

GTM One flags deals and summarizes what is happening around them so you can decide where to spend your time. It does not predict whether a deal will close. Deal insights are for information only.

Before You Begin

  • Deals shows one team at a time from your org chart. When GTM One can find you in the org chart, it selects your own team automatically.
  • Deals, Coaching, and Analytics are not in the left navigation panel. You open each one by adding #/deals, #/coaching, or #/analytics to the end of your GTM One web address.

Run a Weekly Pipeline Review

Follow these steps each week to move from a team-level view of risk down to individual deals and the calls behind them.

Review Your Team's Pipeline in Deals

  1. In your browser's address bar, add #/deals to the end of your GTM One web address and open it.
  2. Read the weekly brief under the toolbar to see how many reps are at risk or on watch and how much of their pipeline is flagged.
  3. Click Show full brief to read the complete write-up.
  4. Click the At Risk tab to show only reps with at-risk deals.
  5. Click a rep's row to open their panel on the right.
  6. Click a flagged deal in the rep's Flags list to open the deal panel.
  7. Review What's Happening, Stakeholders, and What to Do Next to understand why the deal is flagged and which actions are recommended.

A few things to know as you work through the page:

  • The Show full brief option appears only when the brief is longer than the lines shown.
  • Click the Watch tab to see reps with early warning signs, or On Track to confirm who needs no action this week.
  • The rep's panel shows Open Pipeline and At-Risk Pipeline side by side, and lists each flagged deal with its stage, amount, and close date.
  • Click the deal name at the top of the deal panel to open the opportunity in your CRM in a new tab.
  • Click the rep's name at the top left of the deal panel to step back to the rep's panel.
  • To review a different team, click the team picker at the right of the toolbar, select the team, and click Apply.
  • If the page shows Unable to load deal insights, click Retry.

Review Deal Insights on the Opportunity Profile

  1. Open the company profile for the account the flagged deal belongs to.
  2. Click the CRM tab.
  3. In the Opportunities section, click the opportunity you want to review.
  4. On the Overview tab, review the Deal insights section.
  5. In the Deal signals section, review the deal's Tailwinds and Headwinds.

Tailwinds are factors working in the deal's favor, and headwinds are risks working against it. Use them to prepare questions for your rep. They describe the forces around the deal and do not judge whether it will close. The tabs and sections named here are where the ZoomInfo default layouts place them, so the ones you see depend on your profile layout. To ask your own questions about the deal, click Ask AI in the profile header.

Review the Rep's Calls in Meetings

  1. In the left navigation panel, click Meetings.
  2. On the Recordings tab, use the Rep filter to select the rep who owns the deal.
  3. Click a meeting in the list to open its preview panel.
  4. Click Go to meeting to open the recording, transcript, and Moments.

You can also use the Account filter to narrow the list to the deal's account. Depending on your account setup, a Team filter is also available so you can see calls across a whole team. On a narrower window, click Filters beside the tabs to open the filters.

Find Themes Across Your Team's Calls with Voice of Customer

  1. At the top of the Meetings page, click the Voice of Customer tab.
  2. In the Scope area on the left, click Select Scope.
  3. Click the Teams tab.
  4. Select the teams you want to analyze.
  5. Click Select.
  6. Click Run for this scope.
  7. Click What They're Exploring, Challenges & Concerns, or Competitive Intelligence to switch between views.

Voice of Customer opens on your own team when GTM One can find you in the org chart. To look at a territory, select the teams that cover it, or click the Accounts tab and select the accounts in that territory instead. You can scope by teams or by accounts, but not both at once. Each finding is cited, so you can click through to the moments in the calls that support it. If the panel on the left is collapsed, expand it to see the scope controls.

Use Coaching and Conversation Analytics

After you know which reps and deals need attention, use these tools to follow up:

  • Coaching: Create coaching initiatives, score reps with scorecards, and review the team leaderboard and score over time for each initiative.
  • Analytics: Compare conversation metrics such as Talk-Listen Ratio, Next Steps, and Accounts Touched by rep or by team. You can filter by team, recording date, stage at time of call, and deal amount, and split results by stage or by won and lost deals.

Resources

How Sales Managers Can Use GTM One to Analyze Pipeline and Deal Risk.