Hanging up your phone call is actually the second to last step of your sales call. Your sales activities, including phone calls, need to be logged. Logging a call keeps a record of notes you may have taken during the call, as well as creating a record of the call itself in SalesLoft (and Salesforce). These logs allow you to reference notes during follow up calls and pull metrics and reports.
SalesLoft makes it easy to log your calls to and record the outcome. When you are running a call step, the call log box will appear, allowing you to add notes and set the disposition and sentiment of a call.
Things to Note: Calls may only be logged to leads or contacts that have been imported in to SalesLoft. Once they are imported, they are referred to as a SalesLoft Person. Their Person record will hold all of their logged information. Learn more in our Import People into SalesLoft article.
In this article, you will learn how to log calls using the SalesLoft Dialer, including:
- Breaking Down the Call Log Box
- Dispositions and Sentiment Logs
- The Log Button
- Log and Complete
- Complete Only
- Log Only
- The Success Button
The Call Log Box is where you will take call notes and set any log information that applies to your call. Let's walk through each feature within the Call Log Box:
Logging Call To: Informs you which SalesLoft Person the call will log to.
Call Notes: This is a box to take any notes during or about your call.
Disposition: Here you can record the result of making the phone call, e.g. "connected" or "no answer."
Sentiment: If you're able to connect with a prospect, sentiment allows you to record the outcome of the conversation, e.g. "company-bad fit" or "demo scheduled."
Alternative Fields: These are call activity fields your team admin has added to the Call Log Box. You may edit the fields so the information is logged into SalesLoft (and Salesforce) for additional data reporting.
Log Options: Logging options will vary if you are logging a one-off call versus a call within a cadence.It's important to remember to log your calls before moving on to further steps in order to save your notes.
Disposition and Sentiment Logs
From the call log box, you select Dispositions and Sentiments from their respective dropdown menus.
The top of the dropdown shows your three most frequently used Dispositions and Sentiments. After a selection is made at least five times, it will appear as an option under Frequently Used at the top of the list.
Things to Note: A maximum of three options will appear in Frequently Used.
The rest of your Dispositions and Sentiments will appear alphabetically below the Frequently Used options.
Automatically Suggested Disposition
Based on certain call actions, SalesLoft will offer a disposition suggestion.
One of the following dispositions will be suggested if a call ends with the applicable result:
- No Answer: The call is not picked up on the recipients end.
- Busy: The call receives a Busy signal.
- Left Voicemail: The user uses our voicemail drop capability to leave a voicemail.
The suggestion will appear once the call is hung up. You can change the disposition if another option is better suited for the log.
Things to Note: These dispositions will only be suggested when your team uses SalesLoft's default dispositions. Custom or edited dispositions will not be suggested.
The Log button will save your notes, disposition and sentiment. This information will be saved on your call step and on your contact's individual page in SalesLoft. Integrating with Salesforce? This information will also automatically sync over as a completed task in task details!
The Log button can be found when you are logging one-off calls.
The Log and Complete button will save your notes, disposition and sentiment, just like the Log button from a one off call. The Log and Complete button, unlike the Log button, is used when you are running a Phone step in a Cadence.
The Log and Complete feature will log the Call info and complete the cadence step. This will open the next step in the cadence so you can run that step.
You can find the Log and Complete button in the Cadence Call Log Box.
Use Complete Only if the call was not actually made but you want to move to the next step in your cadence. For example, let’s say you have someone on a cadence call step, but you receive an email from them earlier that day. You no longer need to call them since you made the connection earlier in the day, but still want them on your cadence. Since there is not a call to log, you can mark the call as Complete Only.
You can find the Complete Only button from the Cadence Call Log Box. When calling from a cadence Phone Step, select the down arrow next to Log and Complete. Then, from the drop down menu, choose the Complete Only option.
Use Log Only when you make a call but want to keep the person on that cadence step.
If you call someone, but get stopped by a gatekeeper or they ask you to call back later, you want to log that a call took place for your records, but you don’t want to complete them to the next step in your cadence until you’ve had a conversation with the person.
You can find the Log Only button from the Cadence Call Log Box. Select the arrow to the right of Log and Complete. Then, from the drop down menu, choose the Log Only option.
The Success button will log if that step helped you achieve your desired outcome. For example, is the goal of your cadence to book a demo? If this goal was reached during the call, you can go ahead and hit the Success button, which will help populate your analytics.
The Success button is available in each variation of the Call Log Box - Cadence logs, one-off logs, and the dialer extension.