Recording your sales calls should be as obvious as watching Kalle Anka at 3 PM on Christmas Eve.
So why isn’t it? Hard to say.
Maybe because this blog post didn’t exist before — the one that explains why call recording is essential for sales organizations.
No matter what or how you sell, there’s usually some kind of sales call involved. Cold calls, booked meetings, follow-ups — you name it.
Not recording those calls basically means throwing away free insights, which, in 2024, feels… well, kind of ridiculous.
It’s time to sell smarter — and more sustainably.
What is call recording?
Call recording is simply software or a service that records and stores calls made to or from a number. There are different types:
Fully integrated call recording
Usually built into modern business phone systems. It’s seamless, easy to use, and requires little setup. But beware — some vendors resell third-party recording tools, which means you end up managing two systems instead of one.
Third-party recording
Standalone apps or services that record calls separately from your phone system. They’re often trickier to manage, require manual handling, and don’t integrate with your main platform.
In modern solutions, you can usually choose between automatic and manual call recording. In good systems, you can even set rules — for example, automatically record calls during work hours.
Why recording sales calls matters
Get better and evaluate smarter
Call recordings let salespeople and managers review and analyze conversations. Which pitches work best? What tone builds trust? Which phrases convert?
For sales leaders, it’s a goldmine for giving concrete, targeted feedback.
Never miss the details
If you can barely remember what you had for breakfast, you can’t expect your sales reps to recall every detail of a call. Recordings let them revisit calls to double-check important info.
Measure improvement
If your team receives ongoing training (as they should), recordings make it easy to track progress over time — compare calls from today to a year ago and see how far they’ve come.
Train new sales reps
Build a library of great (and not-so-great) sales calls. Use them during onboarding. A fun and effective exercise? Let new reps label calls as “good” or “bad” and explain why.
Avoid misunderstandings
When a customer says, “But your rep promised…,” recordings can quickly clear things up. It’s the perfect tool for verifying what was actually said.
What to look for in a call recording solution
Seamless integration with your phone system
Keep everything in one place. Avoid third-party solutions whenever possible. Integrated recording means fewer logins and no messy handoffs.
Customizable settings
Every sales organization is unique. You should be able to decide which calls get recorded, when, and who has access to them.
Easy access
The key is simplicity. Automatic recording removes excuses, and managers should easily be able to filter, download, and share recordings for coaching and feedback.
Call recording in
lynes
lynes and sales teams go hand in hand — we provide fully integrated call recording to a wide range of sales organizations.
It’s simple, powerful, and compliant with MiFID II.
All recordings are stored securely and can be managed directly in your call log, where you can filter by user or group, listen, download, or share recordings in chats and channels.
Key features:
- Automatic or manual start, with the option to censor parts of a call
- Custom recording rules (when and what to record)
- Encrypted storage — up to 30,000 calls per user and 300,000 per answer group
- Permission-based playback and deletion
- Share recordings directly in chats or channels
Ready to turn your sales calls into insights?
Book a demo today and see how easy it is to boost performance with call recording in lynes.
Why is this not the case? It's hard to say.
Maybe because this blog post hasn't existed before that explains the importance of call recording for sales companies.
No matter what or how you sell, there is usually some kind of sales call. Whether it's cold calls, booked appointments, or follow-up leaves me unsaid.
Not recording conversations effectively means you're throwing free insights straight into the lake, which, especially in 2024, feels really corny.
It's time to start selling sustainably.
What is call recording?
By call recording, I mean any kind of software or service that ensures that calls dialed from and or to a number are recorded and stored. There are different types of call recordings:
- Fully integrated call recording
Usually an additional service in various switchboard or telephony solutions that works seamlessly. Short starting distance and easy handling (most often). But don't be fooled, many telephony solutions offer call recording which can sometimes be a third-party service they offer leading you to have two different systems to manage after all.
- Third-party recording
Standalone services or apps on your phone, there are different types of third-party services to choose from. Often harder to get started with, requires manual handling and the most obvious: not part of your telephony solution.
With today's services, you can usually choose between automatic and manual call recording, in the good services you set it as you wish. For example, automatic call recording during your workday.
That's why it's important to record conversations
Like I wrote earlier, it's about taking advantage of insights that are otherwise lost. But of course, there are more reasons why it is important to record sales calls. Here are a few:
- Improve and evaluate
Just as the post began, one of the advantages is that the salesperson or sales manager can listen and analyze the conversation. What kind of pitch works on what kind of customers? What is the tone of the seller? What words or phrases create the most confidence? You see, the possibilities are endless.
And as a sales manager, the recording creates an excellent opportunity for concrete and accurate feedback to improve and develop the seller!
- Don't miss any details in the conversation
I can barely remember what I had for breakfast and then I eat the same breakfast every day to be added. So to expect a salesperson to remember all the details of a conversation is to wish a little too much.
By recording the calls, the seller can listen through the call afterwards to ensure that they have not missed any important detail.
- Listen to the improvement
Hopefully, your salespeople undergo some kind of ongoing training/coaching to constantly develop and what better way then to go back and compare the salesperson's conversations to see what steps they have taken forward. What has been improved in the intro? How does the seller meet the customer now compared to a year ago?
- Training new salespeople
The call recording allows you to build up an audio bank of good and less good sales calls. This sound bank should reasonably become part of your onboarding for new sellers.
I may not have to say this, but I will do it anyway.
A common and appreciated exercise is to let new salespeople themselves categorize the calls as good or less good, as well as analyze and justify their categorization.
- Avoid misunderstandings
To avoid unnecessary discussions on the topic 'she-said-he-said', call recording is worth gold. Then you can easily go back and listen to alleged promises or other things a customer means were promised by a salesperson to sort out any question marks.
This is how you should think when choosing
If you ask me, simplicity is A and O, because as with much else in life, the threshold needs to be minimal for sellers to use the technology.
Here are some important things to consider when choosing the service to record sales calls.
- Fully integrated with your telephone system
In addition to simplicity, this is my top tip: avoid third-party services as far as possible. Make sure you choose a solution that offers built-in call recording so you can collect everything in one place.
- Ability to customize settings
No organization is like the other, even if you are all engaged in sales. Therefore, it is important that you can tailor the settings to suit your needs.
It could be the ability to set which calls to be recorded and when, whether a user should be able to manually configure their settings, who should have access to recordings, and more.
- Easy access for those affected
I repeat it again, the key often lies in the simplicity. An integrated recording that starts automatically removes all possible thresholds and excuses a salesperson might have for not recording their conversations.
Of course, it should be easy for everyone. As a sales manager, you should be able to easily filter, download, and distribute recordings to the salespeople on your team!
Call recording in lynes
Lynes and sales companies go hand in hand, today we supply many different types of sales companies with our fully integrated call recording.
It is easy to use and administer for both the seller and the sales manager. Of course, everything is done in accordance with MiFID II.
You can find all recordings in the call log, where you can easily filter out a user or group. From there you can listen, download, and share the recording further in a channel or live chat.
Key Features:
- Automatic or manual start with the ability to censor parts of the call
- Ability to set which calls to be recorded and when
- Encrypted storage with 30,000 calls per user and 300,000 for a response group.
- Playback rights settings and the ability to delete recordings.
- Ability to share recordings in chats and channels
Hope this has been helpful! If you are thinking of a new service that will record your calls, do not hesitate to book a demo today!
