If you’ve ever tried to coach sales reps based on their gut feelings or patchy notes, you know how frustrating it is. “I think I handled that objection well,” is not the same as listening to what actually happened. Enter call recording and review tools. If you’re using or considering Justcalliq, this guide is for you: sales managers, enablement folks, or anyone tasked with helping a team sell better, not just harder.
Here’s how to actually record and review sales calls with Justcalliq for coaching—what works, what to skip, and how to avoid wasting everyone’s time.
1. Set Up Call Recording in Justcalliq
Before you can coach, you need the raw material: the calls themselves. The good news is, Justcalliq makes this pretty straightforward. But there are a few things worth knowing.
How to turn on call recording
- Log into your Justcalliq dashboard.
- Go to the admin or settings section (the exact wording might change, but look for “Calls” or “Recording”).
- Enable automatic call recording for the teams or numbers you want.
Pro tip: If you’re in a country or state with strict consent laws, make sure you’re following the rules. Justcalliq lets you set up automated call recording announcements, so callers know they’re being recorded. Don’t skip this—legal headaches are no fun.
Who can access recordings?
Not all reps are thrilled to know their calls are being recorded. Be up front about it. Recordings are typically visible to admins, managers, and sometimes the rep themselves. Double-check permissions so you don’t accidentally overshare sensitive calls.
What to ignore
- Don’t bother recording everything “just in case.” Focus on sales calls where coaching matters—discovery calls, demos, negotiations. Internal huddles? Probably not worth the storage space.
2. Tag and Organize Calls (So You Can Actually Find Them Later)
You’d be surprised how fast call recordings pile up. If you don’t have some kind of system, you’ll spend more time hunting for the right call than actually coaching.
Use tags and filters
Justcalliq lets you tag calls by type, deal stage, rep, or any custom label. Get in the habit of:
- Tagging calls as “Objection Handling,” “Demo,” “Cold Call,” etc.
- Using notes to mark key moments (“Tough objection at 10:15”)
What works: Simple, clear tags everyone understands. Don’t overdo it with 20 different labels.
Set up folders or playlists
If you’re running ongoing coaching or training, group call recordings into folders or playlists. For example:
- “Best Discovery Calls Q2”
- “Calls for Review – New Hires”
This makes it way faster to pull together examples when you need them.
3. Review Calls—The Right Way
This is where most teams get bogged down. Review too many calls and you’ll drown in data. Review too few and you miss patterns. Here’s how to keep it useful.
Decide on a cadence
- Weekly 1:1s: Pick 1–2 calls per rep per week.
- Team reviews: Spotlight 1 great (or “teachable”) call in a group meeting.
- Self-review: Encourage reps to pick their own calls to analyze.
What doesn’t work: Marathon review sessions. Nobody needs to listen to full-hour calls every time. Focus on moments that matter—key objections, closing, discovery questions.
Use Justcalliq’s analytics (but don’t trust the robots blindly)
Justcalliq will surface things like talk ratios, longest monologues, and flagged call moments. Handy, but don’t treat them as gospel.
- Use analytics to spot trends (“Hmm, this rep talks 80% of the time…”).
- But always listen to the actual call for context. A “bad” talk ratio might just mean the prospect was chatty.
4. Run Effective Coaching Sessions
You’ve got the call recordings. Now what? Here’s how to make the most of them without turning coaching into a finger-pointing exercise.
Before the session
- Send the call(s) to the rep ahead of time.
- Ask them to note what they think went well and what could be improved.
During the session
- Listen to specific moments together—don’t just play the whole thing. Example: “Let’s jump to 08:30 when the pricing question came up.”
- Focus on behaviors, not just outcomes. (“What did you do to uncover the prospect’s real concern?”)
- Ask open questions. (“How did you feel when the call shifted here?”)
After the session
- Agree on 1–2 specific action items, not vague goals. (“Try this new objection response on your next call.”)
- Track progress in Justcalliq or your CRM.
What to ignore: Don’t nitpick every “um” and “uh.” Focus on what actually moves deals forward.
5. Use Snippets and Sharing (Without Creating a Privacy Nightmare)
Sometimes you want to share a killer call moment or a common mistake. Justcalliq lets you clip and share short snippets. Here’s how to use this without crossing the line.
How to clip and share
- While reviewing a call, select the section you want to share (e.g., 00:45–01:30).
- Save it as a snippet. Give it a clear, specific title.
- Share with your team or individual reps as needed.
Respect privacy and compliance
- Always anonymize sensitive info. If a customer shares a credit card number, don’t clip that.
- Get the rep’s OK before sharing a “learning moment” with the full team—nobody likes being the negative example without warning.
6. What Works, What Doesn’t, and What to Skip
What works
- Reviewing short sections of calls, not whole recordings.
- Asking reps to self-assess before you weigh in.
- Tracking improvements over time, not just once.
What doesn’t
- Using call reviews as punishment or “gotchas.” You’ll kill trust.
- Chasing every metric Justcalliq spits out. Focus on what actually prevents deals.
- Hoarding calls without reviewing them. Unwatched recordings are just digital clutter.
What to skip
- Over-customizing. You don’t need a 14-point rubric for every call.
- Reviewing every single call. Prioritize high-impact deals and coachable moments.
7. Keep It Simple and Iterate
You don’t need a complicated process or a PhD in analytics to get real value from call recording. The basics—record, review, reflect, repeat—work for a reason. Start small, keep coaching sessions focused, and tweak your approach as you learn what actually helps your team improve.
Remember: The goal isn’t to catch reps out. It’s to help real people sell better, not just check a box. Use Justcalliq as a tool, not a crutch—and don’t be afraid to ignore the bells and whistles if they’re slowing you down.
The best sales coaching? It’s honest, practical, and keeps moving forward. Stick with that and you’ll see the results.