How to set up and use Salesloft dialer for outbound calls

So you want to actually get the Salesloft dialer working, not just read another sales pitch. Good. This guide walks you through setting up the dialer, making outbound calls, and avoiding the usual headaches. If you’re in sales, ops, or just landed a stack of leads and need to move fast, you’re in the right place.

Let’s get straight to the point.

What is the Salesloft Dialer and Who Should Use It?

The Salesloft dialer is built to make calling out easier for sales teams—think SDRs, account execs, or anyone who needs to connect with prospects without the pain of manual dialing or switching tabs all day.

But here’s the thing: if you’re expecting a magic bullet, you’ll be disappointed. The dialer is decent, but it’s not going to fix bad data, a rusty pitch, or a slow internet connection. What it does well is keep your calls organized, log activity, and let you focus on talking instead of fumbling with spreadsheets.

Step 1: Check Prerequisites and Get Set Up

Before you even touch the dialer, make sure you can actually use it. You’ll need:

  • A Salesloft account with dialer access (not all plans include it)
  • A headset or microphone (don’t rely on your laptop mic unless you want to sound like you’re calling from a tunnel)
  • A stable internet connection (VoIP calls are only as good as your WiFi)
  • Browser compatibility: Chrome works best. Firefox and Edge mostly work, but Chrome is the safest bet.

Pro tip: If you’re on a corporate network, IT might block VoIP traffic. Test a call early—don’t wait until you’ve got a prospect “on the line.”

Step 2: Configure Dialer Settings

2.1. Choose Your Dialer Mode

Salesloft gives you two main options:

  • Computer (VoIP) Calling: Make calls right from your browser. Easiest to set up, but needs a solid internet connection.
  • Bridge (Phone) Calling: Salesloft calls your phone first, then connects you to the prospect. Good if your internet is spotty or your laptop mic is terrible.

You can change this in your profile settings under “Dialer.” Try both and see what works. If your calls sound like you’re underwater, switch modes.

2.2. Verify Your Caller ID

Nobody picks up for “Unknown Number.” Set your outbound caller ID. Typically, you’ll use your direct line, but check with your admin—some companies use a team line.

  • Go to your Salesloft settings.
  • Find “Caller ID.”
  • Enter your number and verify it (Salesloft may call or text you a code).

Heads up: Some area codes are flagged as spam more often. If people keep sending you to voicemail, ask your admin about rotating or verified numbers.

2.3. Audio Settings

  • Plug in your headset before launching the dialer.
  • Give your browser permission to use your mic.
  • Do a test call (Salesloft usually has a built-in tool for this).

Nothing kills momentum like realizing nobody can hear you after three dials.

Step 3: Import or Sync Your Call List

You can’t call if you don’t have numbers. Here’s what usually works best:

  • CRM sync: If you’re using Salesforce, HubSpot, etc., Salesloft can pull in leads automatically.
  • CSV Import: For one-off campaigns, upload a CSV with contacts and phone numbers.
  • Manual entry: Fine for a handful of calls, but nobody does this for a real list.

Reality check: Garbage in, garbage out. If your numbers are bad or outdated, the dialer can’t help. Clean your list before wasting time.

Step 4: Make Your First Call

Here’s where the rubber meets the road.

4.1. Open the Dialer

  • Click the phone icon in Salesloft.
  • The dialer pane should slide out on the right.

4.2. Click-to-Call

  • Find a contact and click their phone number.
  • The dialer auto-populates the number—no more fat-finger mistakes.

4.3. Call Controls

While on a call, you’ll see options like:

  • Mute: For when the dog starts barking.
  • Keypad: For extensions or conference lines.
  • Log outcome: Tag the call (connected, no answer, left voicemail, etc.).
  • Take notes: Jot down details as you talk—way better than scribbling on sticky notes you’ll lose.

4.4. Leaving Voicemails

Salesloft lets you pre-record voicemail drops. This is more useful than you’d think—just don’t use the same message 500 times in a row. People notice.

Step 5: Logging and Tracking Calls

If it’s not logged, it didn’t happen (ask any sales manager).

  • Automatic logging: Calls made through the dialer are tracked in Salesloft and usually sync back to your CRM.
  • Manual edits: If something’s off, you can tweak call notes or outcomes after the fact.
  • Call recordings: If your org has this enabled, recordings are stored for later review. Double-check local laws about recording calls—don’t assume it’s fine.

Don’t stress about perfect notes. Capture key points while they’re fresh, move on, and tidy up details later if needed.

Step 6: Tweak for Better Productivity

Now that you’re rolling, here’s what actually helps:

  • Power Dialing: Salesloft can auto-dial through a list. Useful for high-volume days, but take breaks—burnout is real.
  • Call Cadences: Combine calls with emails and social touches. Don’t just hammer the phone and hope.
  • Voicemail Drops: Record a few variations. Use them, but don’t rely on them to “do the selling.”
  • Call Dispositions: Use them for reporting, but don’t overcomplicate with 20 options. Stick to “Connected,” “Left Voicemail,” “No Answer,” and maybe a couple more.

Ignore the hype: No dialer, Salesloft included, will double your connect rates overnight. Focus on building muscle memory and improving your pitch.

What Works and What Doesn’t

What works:

  • Click-to-call: Simple, fewer mistakes, faster.
  • Automatic logging: Saves time and reduces admin work.
  • Power dialer: Good for burning through lists, but not for every situation.

What doesn’t:

  • Quality of data: The dialer can’t fix bad phone numbers.
  • Weak internet: If your connection drops, so do your calls.
  • Overcomplicating workflows: Don’t get lost in setup hell. Get calling, then improve as you go.

What to ignore:

  • The promise that more dials always equals more deals. Focus on quality.
  • Endless feature toggling. Set it up, make calls, tweak only if something’s broken.

Troubleshooting Common Dialer Problems

  • Calls not connecting? Check your network and browser permissions first. Restart your computer if all else fails.
  • Audio issues? Try a different headset or switch dialer modes.
  • Numbers showing as spam? Talk to your admin about rotating caller IDs or verified numbers.
  • Can’t find the dialer? Make sure your account actually has dialer access—sometimes it’s not enabled by default.

If you’re stuck, Salesloft’s support is decent, but don’t spend hours waiting for a ticket reply. Ask a coworker first—someone’s probably seen it before.

Keep It Simple and Iterate

The Salesloft dialer does its job: it helps you call more people, log it, and move on. Don’t get bogged down in settings or obsess over every metric. Start with the basics, make a few calls, and tweak as you go.

Get the basics right, stay organized, and keep dialing. Fancy features are nice, but conversations are what close deals.