Call outcomes refer to the result of a call made by an Appointment Setter or Closer to a prospect. It is a way to track and measure the effectiveness of the sales process by recording the outcome after each and every call your users are having with leads.
Adding outcomes after every call is crucial for keeping your data clean and up to date.
It will allow your team members to log the results of sales calls, to help them better handle follow-up conversations, and provide managers with call analytics, which will result in boosting your business income on a long run.
Outcome actions are dependent of the Event types (learn more about it here):
Strategy Calls → for Closers
Sale
No Sales
Discovery Calls → for Setters
Approved or
Rejected
By default, outcomes should be added from 
AI Scheduler → Scheduled Events → Past Calls tab as soon as user finished a call with the lead.
Strategy call outcomes
Sale
Sale successful, Lead converted to customer.
Sale call outcomes have additional objections that must be included, which will help your Sales Managers understand the hurdles Closers needed to overcome, in order to make a successful sale. Adding detailed outcomes helps you to drill in the won rates deeper and understand how to bring more in.
Here's a detailed breakdown of Sale objections:
Money
Lead stressed out financial issues, or cost of the product/service, but Closer overcame it successfully
Logistic
Lead stressed out that things outside his reach are affecting him to convert, but Closer overcame it successfully and closed the deal
Partner
Lead needed approval from other person, such as partner, but Closer closed the deal in the end
Fear
Lead wasn't sure if the service or product would benefit his needs, but Closer was able to reassure him and closed the deal
Smoke Screen
Closer was able to negotiate and close a deal even though Lead didn't want to admit real objection
No Objection
A perfect lead in theory, who knew what he wants, and converted without troubles
Sale outcome as well as No Sale outcome offer Additional Notes section, where Closers can add important details about the call, meeting recording links, etc...
Final step of the Sale outcome is to add a Deal and choose a Product that Closer has sold (or to add a new one if needed) and to select if the sale is in connection with any previously closed deal (learn more about adding deals here).
Product Deals
As soon as you are done with selecting an Objection and adding notes, the next screen will show for adding deal details.
Enter Deal Value → in predefined currency from
Settings → General
or Add from transactions (in case you've integrated payment processor with iClosed, like Stripe or any other via Zapier or Make)
By clicking on "Add from transactions" button, you will be able to select payment collected from your payment processor (learn more HERE).Set Deal date
Select Product (if you've created them manually) or Add new product
Select Payment type
Won → First time customer in iClosed.
it will affect your closing rateRecurring → Returning customer, or the one you already had in your pipeline as a customer on an ongoing subscription plan.
It will not affect your closing rateDeposit → Customer didn't pay the service in full or deposited an amount for future purchase to be completed.
It affects your engagement rate.
No Sale
Sale lost, Lead didn't convert to customer after the call.
Negative outcomes are part of the job, we all know that. But adding detailed "No Sale" outcomes are super important for everyone in your team, so you could understand the reasons behind lost opportunity better, analyzing and improving whatever needs to be improved in the sales process faster.
"No Sale" outcome may come with additional, secondary options, called "Objections" as well, and additional Notes section, from which the Closer can choose detailed lost reason. Those are:
Unqualified
Follow Up Scheduled
Other three outcomes are not supported with objections, simply because they are self-explanatory. These are following No Sale reasons:
No Show
Not Interested
Contact Cancelled
Admin Cancelled
Discovery call outcomes
Kindly note that Discovery calls are available with Business and Enterprise subscription plans only.
In addition to that, Business and Enterprise subscription plan users have the option to add outcomes for Potential, Qualified and Disqualified leads from
Global Data → Appointment Setting.
Startup subscription plan users will have Strategy calls as an only option by default.
Approved
This outcome means that the Appointment Setter did lead screening on the Discovery call, lead is considered as qualified, and allowed lead to continue with the sales journey by scheduling a meeting with Closer (host that handles strategy sales calls).
Lead shouldn't be able to schedule a call with Closer before Discovery call gets an "Approved" outcome. As soon as Approved call outcome is placed, Setter would need to schedule a Strategy call, by selecting:
Proper Event
To chose hosts, via random Round Robin host selection (Event defined), or by selecting a specific Host/Closer manually
And finally, to select Date and Time of the new call
Rejected
This outcome Is used when a lead didn't meet your closing requirements or didn't show up on the meeting.
Rejected outcome offers additional reason that needs to be selected:
No Show → lead didn't show up on the call
Not interested → lead isn't interested, silent decline, unspoken choice
Bad fit → not the right match
Others → anything outside the first three, but in that case make sure to provide details in the Notes section bellow
On top of that, after selecting a reason there's an option to add Additional Notes relevant to the outcome. They are optional, but highly recommended to be utilized for short notes Sales Managers can see when reviewing outcomes.
Learn more