How Culture Amp Uses Gong to Improve Forecast Accuracy and Scale Sales Training

Culture Amp built its reputation as an employee experience platform by helping thousands of organizations listen to and act on employee feedback. As its own headcount grew from a founding team of 35 to more than 1,000 people serving over 6,800 clients globally, the company had to scale an increasingly complex sales operation—one that stretched across multiple time zones and required consistent coaching at every level.

Before Gong, Culture Amp’s sales team relied on a combination of CRM data, spreadsheets, and individual judgment to predict deal outcomes and allocate resources. The approach produced inconsistent forecasts and made it difficult for leadership to get a clear, real-time view of pipeline health. Training new enterprise representatives was equally burdensome: getting a new hire up to speed on the solution required an enterprise sales leader to commit an hour each day for the first three weeks—one-on-one, every day.

Culture Amp integrated the Gong Revenue AI OS with its CRM to create a single source of truth for all customer-facing conversations. By aligning deal stages to real-time Gong data, the sales team eliminated manual pipeline reviews and replaced subjective calls with objective signals drawn from recorded interactions. The platform was extended beyond sales to post-sales teams, giving the entire organization visibility into the same customer conversations.

The shift in forecast quality was immediate and measurable. Leadership gained a transparent view of upsell and expansion opportunities they previously could not see with confidence. For onboarding, the impact was equally concrete: Gong’s recorded conversations and transcripts let managers scale training without proportionally scaling their own time. What once demanded three weeks of daily one-on-one sessions could now happen on demand, at any hour, without requiring manager presence.

Gong has become embedded in Culture Amp’s daily sales rhythm. The platform surfaces insights that help both new and experienced reps prioritize their work and engage customers more strategically. With manual forecasting and onboarding burdens reduced, the team is free to concentrate on the expansion growth and customer outcomes that define the company’s next chapter.