If you’re running outbound sales and using a dialer, you know the only thing worse than cold calling is not knowing if it’s working. This guide is for sales leaders and reps using Connectandsell who actually want to see what’s happening on their calls, spot patterns, and coach their team—without getting buried in useless data or sales jargon.
Here’s how to actually track, analyze, and (if you’re disciplined) improve call outcomes in Connectandsell. No fluff, no dashboards for the sake of dashboards—just what to watch, how to get it, and what to ignore.
1. Understand What Counts as a "Call Outcome" in Connectandsell
Before you start filtering reports or exporting CSVs, get clear on what Connectandsell means by “call outcome.” This is the label a rep (or sometimes the system) gives to each connected call. Typical outcomes include:
- Conversation (got a real person, had a chat)
- Appointment Set (got a meeting)
- Referral (got a new contact)
- Not Interested (polite or not so polite no)
- No Decision Maker (wrong person)
- Left Voicemail
- Bad Number
Why it matters: If your reps are sloppy or inconsistent with these, your data is garbage. Spend 10 minutes making sure your team actually understands which outcome to pick and why. If you let reps skip this step, everything else is pointless.
Pro Tip: Customize the outcome list to fit your actual sales process. Don’t use “Appointment Set” if your team is really just booking follow-up calls.
2. Make Sure Call Outcomes Are Tracked Every Time
Here’s the part most teams screw up: reps forget, rush, or just pick the first option to get to the next call. If you can’t trust the outcome data, you can’t analyze anything.
How to lock this down:
- Mandatory call outcome selection: Configure Connectandsell to force reps to select an outcome before moving on. Yes, it slows them down by 2 seconds. Worth it.
- Keep the list short: If you have 12 options, reps will either pick the first one or the vaguest one. 5–7 outcomes is usually enough.
- Spot check: Pull random call records. If you see a ton of “Other” or “Not Interested,” dig deeper. This usually means reps aren’t paying attention.
What doesn’t work: Lecturing reps to “take outcomes seriously” without making it part of their workflow. Set it up so the software helps them do the right thing by default.
3. Pull the Right Reports (And Ignore the Junk)
Connectandsell throws a lot of stats at you. Most of them won’t help you get better at sales. Here’s what you actually want to look at:
- Calls to Conversations: How many dials turn into real conversations? If this is low, your data or list quality might be the issue.
- Conversations to Appointments: What percent of your real conversations turn into meetings or next steps? This is your rep quality check.
- Outcome breakdown by rep: Who’s logging the most “Not Interested” calls? Who’s actually setting appointments? Patterns matter.
- Time of day patterns: Do you get more pickups in the morning? Are certain reps better at certain times?
- Objection types (if tracked): Some teams use notes or custom outcomes for common objections. If you do this, look for trends.
Ignore: Total dials, time spent dialing, and any “vanity” metrics that don’t tie to actual outcomes. Don’t get seduced by giant numbers.
4. Analyze Patterns, Don’t Just Stare at Numbers
The point isn’t to gawk at charts, it’s to spot things you can change. Here’s how to actually use what you see:
- List quality issues: If a rep is getting tons of “Bad Number” or “No Decision Maker,” maybe it’s time to refresh or clean your list.
- Script or skill issues: If reps are having lots of conversations but not setting any meetings, you might have a training problem—or your pitch needs work.
- Time-based trends: Notice pickup rates tanking after lunch? Adjust your team’s calling blocks.
- Rep-specific coaching: If one rep’s outcomes are way off from the average, listen to their call recordings. Could be a skill gap, could be a process issue.
Pro Tip: Don’t try to “fix everything” at once. Pick one pattern, test one change, and see what happens.
5. Use Call Outcome Data to Coach (Not Just Report)
Here’s where tracking outcomes pays off: you can actually help your team get better, instead of just nagging them about quotas.
- Review outcome data together: Pull up a report in your 1:1s. Ask the rep to walk through a few calls that didn’t go as planned.
- Share best practices: If one person is crushing it with “Appointment Set,” have them break down their approach for the group.
- Don’t punish honest reporting: If reps fudge outcomes to look good, you’ll never get real data. Reward accuracy, not just volume.
What doesn’t work: Shaming people for low conversion rates without context. Focus on the “why,” not just the numbers.
6. Sync Call Outcomes with Your CRM—Or Don’t
In theory, piping Connectandsell call outcomes into your CRM gives you a full picture of your sales funnel. In practice, it can turn into a spaghetti mess if you’re not careful.
- If you sync outcomes: Make sure field names and outcome definitions match between Connectandsell and your CRM. Otherwise, you’ll be arguing about what “Conversation” means for weeks.
- If you don’t sync: That’s fine. Just make sure you have a regular way to export and review outcome data. Don’t rely on memory or scattered spreadsheets.
Pro Tip: Don’t over-engineer this. Start simple. If syncing adds more confusion than clarity, pause and revisit later.
7. Iterate—Don’t Automate Yourself into a Corner
The biggest mistake? Thinking you can automate your way to perfect sales data. Even the best system needs regular check-ins and tweaks. Here’s what to do:
- Review call outcomes weekly or biweekly—not once a quarter
- Keep your outcome list updated as your process evolves
- Ask reps for feedback: Are the options working? Are they being honest?
- Kill unused or confusing outcomes
Ignore: Fancy dashboards you never look at, or integrations nobody uses. Start with what your team actually needs to improve.
TL;DR—Keep It Simple, Keep It Honest
You don’t need a PhD in analytics to make Connectandsell call outcome data work for you. Start with clear, simple outcome options. Make sure reps actually use them. Look for patterns you can act on. And don’t be afraid to kill off anything that isn’t helping you get more meetings or better conversations.
Track, tweak, repeat. That’s it.