In order for your team to book the meetings/demos required hit your pipeline target, they need enough prospects and a Flow structure to support their daily dial KPI. This page provides the blueprints to ensure your system is fueled and structured for that output.
If your team is manually searching for leads in your CRM to add to Gong Engage, it creates a bottleneck that pulls them away from actual selling. To protect their time and maintain momentum, we should streamline the "injection" of leads into your Flows.
How to Ensure People are Added to Flows
Option A: Bulk Add (Manual Enrollment): Use this for targeted, manual enrollment of specific lists or newly imported contacts.
Navigate to People: In the Gong navigation sidebar, click the People icon (silhouette).
Filter & Select: Apply your desired filters (e.g., Title, Industry, or Owner). Select the individuals you want to enroll using the checkboxes.
Add to Flow: Click the Add to Flow button in the top action bar.
Select Flow: Choose the specific Flow from the dropdown menu, review the first step timing, and click Add.
Option B: Automated Actions (The Hands-Free Method): The most efficient way to maintain volume is by using Automated Actions to trigger enrollment based on CRM signals.
Navigate to Automation: Go to Engage Settings > Automated Actions.
Create Action: Click + Create action.
Define the Trigger: Set your Triggering Event (e.g., "When a person is created" or "When a CRM field changes").
Set Conditions: Add specific filters (e.g., "Lead Source is Inbound") to ensure only the right people are enrolled.
Assign Action: Under "Then," select Add to flow and choose the appropriate Flow.
Activate: Save and toggle the action to On.
Technical Note: Gong Engage relies heavily on your CRM sync (i.e. Salesforce or HubSpot). Ensure your CRM mapping is active, as Automated Actions typically trigger based on the data pushed from your CRM to Gong.
⚠️ ACTION ITEM: Finalize your team's Outreach workflow and/or Triggers this week.
To reach your goal of ___ dials per rep, per day, the workflow must be designed for high-velocity execution. If your Flows are built with too many research or email steps, your reps will spend days waiting for the next Call Task to be due, instead of on the phone. We need to optimize your Flow "Step Logic" to prioritize the dialer.
Gong Engage Configuration Requirements:
Frontload Call Steps: Place your first call task on Day 1, with a follow-up call on Day 2. This creates immediate "workload spikes" that ensure reps have tasks as soon as they log in.
High Call Density: Every Flow should include at least 8 call steps. A "light" Flow with only 2 or 3 calls will not provide the volume necessary to reach your targets.
The Logic: We are moving away from "research-heavy" steps toward "execution-heavy" steps. By frontloading and increasing the number of call tasks, we ensure the math stays in your favor and your team always has a full queue.
⚠️ ACTION ITEM: Audit your active Flows and ensure they meet the 8-call minimum and Day 1 frontloading this week.
This guide is designed to help you self-configure these settings in Gong Engage prior to dialing in Orum. If you have questions with CRM syncing or Gong Engage Flows / Automated Actions / Settings, please reach out to the experts at Gong Support.
Networking Recommendations and Whitelisting
Sequence Best Practices
