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How to Track Deals in GTM One

Learn how to review your team's pipeline, flagged deals, and next steps.

Gabe PirelaGabe PirelaPrincipal Product Manager

Learn how to review your team's pipeline, flagged deals, and next steps.

Overview

Deals gives sales managers a weekly view of their team's pipeline. It shows which reps need attention, which of their deals are flagged, and what to do about each one. A single page holds a team picker, status tabs, an AI weekly brief, and a table of reps. Rep and deal details open in panels on the right side of the page, so you never leave the table.

Deals 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.

For a full weekly pipeline review workflow that also covers opportunity profiles and meetings, see How Sales Managers Can Use GTM One to Analyze Pipeline and Deal Risk. To see everything about a single deal, including its tailwinds and headwinds, see Overview of Opportunity Profiles in GTM One.

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 is not in the left navigation panel. You open it with its page address.

Open Deals and Choose a Team

  1. In your browser, go to your GTM One address followed by #/deals (e.g., gtm.zoominfo.com/#/deals).
  2. To review a different team, click the team picker at the right of the toolbar.
  3. Search for the team or select it in the org chart tree.
  4. Click Apply.

While the page loads, a series of messages appears in place of the brief: Gathering deal activity, Analyzing call transcripts, Classifying deal risk, and Generating your weekly brief. Loading can take up to about 10 seconds.

If no team is selected, the team picker reads Select a team and the table shows "Select a team to get started" and "Choose a team above to view deal insights."

Filter Reps by Status

  1. On the left of the toolbar, click All, At Risk, Watch, or On Track.

Each tab shows how many reps have that status. When a tab has no reps, the table explains why and offers a button to another view:

  • At Risk: No reps at risk, with a View all reps button.
  • Watch: Nothing to watch right now. Reps appear here when early warning signs show up. Click View all reps to go back to the full list.
  • On Track: No reps are fully on track, with a View at-risk reps button.
  • All: No deal insights for this team. This can mean no reps are assigned to the team yet, or their deals do not have enough activity to generate insights. Try a different team or check back later.

Read the Weekly Brief

Your weekly brief appears under the toolbar. The line under the title shows how many reps are at risk and on watch and how much of their pipeline is flagged. The paragraph below names the reps the week covers and summarizes each flagged one.

  1. Click Show full brief below the paragraph to read the complete write-up.
  2. Click Show less to collapse it again.

The Show full brief button appears only when the brief is longer than the lines shown.

To share the brief (e.g., in a 1:1 or a team channel):

  1. Click the Copy brief icon beside Your weekly brief.

The status line and the full write-up are copied to your clipboard as plain text. The icon changes to a check mark for about two seconds to confirm the copy.

Review the Team Overview

The table under the brief lists each rep on the team with these columns:

  • Rep: The rep's name and title.
  • Status: At Risk, Watch, or On Track.
  • Top flag: A summary of the rep's top flag this week. Reps with nothing flagged show No flags this week.
  • At-risk pipeline: The rep's at-risk pipeline against their open pipeline, with a bar showing the share that is flagged. Reps with no at-risk pipeline show a dash.
  • Flags: The number of flags the rep has this week.

Review a Rep's Details

  1. Click a rep's row in the table.

The rep's panel opens on the right. It includes:

  • The rep's status and a one-sentence summary of their week.
  • Open Pipeline and At-Risk Pipeline side by side.
  • A Flags list with each flagged deal's stage, amount, and close date.

A rep with no flagged deals shows No flags this week, with a note that there is nothing to action for your 1:1. To close the panel, click the close icon in its top-right corner.

Open a Flag's Details

  1. In the rep's panel, click a flagged deal in the Flags list.
  2. Review the deal details in the panel that opens.
  3. To see more of a shortened signal under What to Do Next, click more.
  4. When there are more than three recommended actions, click the button below the list (e.g., Show 2 more actions).

The deal panel includes:

  • The deal name, amount, stage, rep, and status. Click the deal name to open the opportunity in your CRM in a new tab.
  • Close Date and Last Touch.
  • What's Happening: A short summary of what is happening on the deal.
  • What to Do Next: Numbered recommended actions, each with the signal it came from.

To go back to the rep's panel, click the rep's name in the top-left corner of the deal panel. To close both panels, click the close icon in the top-right corner.

If the deal details cannot load, the panel shows Something went wrong. Try again later.

View Stakeholders and Activity

Stakeholders

The Stakeholders section of the deal panel shows each person involved in the deal as a chip, with a colored dot for their sentiment. Above the chips, a count shows how many stakeholders are Negative, Neutral, or Positive.

  1. Hover over a stakeholder's chip to read the AI summary for that person.
  2. Click a stakeholder's chip to open their contact profile.

Only stakeholders matched to a contact open a profile when clicked.

Activity Timeline

The Activity Timeline at the bottom of the deal panel shows engagement on the deal by week, with inbound emails, outbound emails, calls, and content stacked in each bar. It shows the last 90 days by default.

  1. Scroll to Activity Timeline at the bottom of the deal panel.
  2. Click 30d, 90d, or 180d to change the date range.
  3. Click the back arrow to move the range back one week, or the forward arrow to move it forward one week.
  4. Click Inbound Emails, Outbound Emails, Calls, or Content above the chart to hide that series or show it again.

Changing the date range returns the chart to the current week. You can move back up to 52 weeks. If there is no activity in the range, the chart shows No activity data available. If the chart shows a message that data is truncated, narrow the date range for complete results.

Refresh Deal Insights

  1. Click the refresh icon in the top-right corner of the page.

The refresh icon is unavailable while a refresh is running and when no team is selected.

If Deal Insights Do Not Load

If the insights fail to load, the table area shows Unable to load deal insights.

  1. Click Retry.

The status tabs and team picker stay available, and Retry loads the insights again without reloading the page. If the problem continues, contact your ZoomInfo admin.

Resources

How to Track Deals in GTM One.