Call dispositions are the outcomes reps log after each call, and are more than just reporting checkboxes. They’re a real-time window into pipeline movement, rep productivity, and sales forecasting accuracy. When leveraged effectively in Aircall, call dispositions become a vital source of revenue intelligence, providing sales leaders with the insight they need to predict outcomes and coach more effectively.
Why Call Dispositions Matter for Forecasting?
Reveal True Deal Progression
Track which reps are advancing conversations vs. those stuck in repetitive outreach cycles.
Eliminate Pipeline Fluff
Avoid false confidence by identifying deals with numerous calls but no qualifying outcomes.
Improve Forecast Accuracy
Forecast based on rep activity and call outcomes, not just stale deal close dates or rep optimism.
Best Practices for Disposition Management
1. Use a Clear, Sales-Aligned Disposition Set
Create a shortlist of meaningful outcomes like:
- “Demo Scheduled”
- “Follow-Up Required”
- “Budget Objection”
- “Not a Fit”
- “Decision Maker Identified”
2. Sync Dispositions to CRM Opportunity Stages
Link each call outcome to the corresponding deal stage movement in your CRM (e.g., HubSpot, Salesforce, Zoho) for complete visibility of your pipeline.
3. Apply Weighted Forecasting Models
Use call data as overlays in your forecasting models to weight deals based on actual rep activity and quality of engagement.
4. Track Trends with Dashboards
Use Aircall dashboards or CRM reports to analyze which outcomes are most common by rep, stage, or deal source.
Final Thoughts
In high-velocity sales environments, the best predictor of pipeline conversion isn’t close dates, it’s real-time rep activity. Aircall’s call disposition tracking provides that live signal, letting you refine forecasts, improve accountability, and make smarter decisions about where to focus your coaching and resources.
FAQs: Call Dispositions & Forecasting with Aircall
What is a call disposition in Aircall?
It’s the outcome a rep selects after a call, such as “Demo Scheduled” or “Not Interested,” used to track deal progress and call effectiveness.
How do dispositions help in forecasting?
They reveal real-time engagement quality and help predict which deals are moving forward, beyond just relying on close dates or deal size.
What are good call disposition examples?
Effective dispositions include “Qualified,” “Follow-Up Needed,” “Objection – Budget,” and “Not a Fit.” Keep the list aligned with your sales stages.
Should dispositions be synced to the CRM?
Yes. Syncing call outcomes with CRM opportunity stages enables automated updates to stage information and enhanced pipeline reporting.
