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đź“– How to Correctly Disposition Calls in ConnectAndSell (Aligned with Client Standards)

What is Call Disposition?

Call disposition is the process of categorizing the outcome of every ConnectAndSell call. Each disposition syncs into HubSpot and determines what happens next — whether that’s scheduling a meeting, triggering a task, or marking a lead as unqualified.

Why Correct Dispositioning Matters

  1. Accurate Tracking – Dispositions feed your conversion rates, talk time, and meeting rates. Without accurate data, performance is distorted.

  2. Follow-Up Automation – The correct disposition ensures HubSpot creates the right tasks, assigns follow-ups, or triggers nurture workflows.

  3. Lead Prioritization – Proper logging makes it clear which contacts are hot (follow-up needed) vs. cold (not interested).

  4. Personalization & Messaging – Dispositions capture prospect intent and objections, making future outreach more relevant.

  5. Compliance & Reporting – Correct logging supports regulatory requirements and leadership reporting.

  6. Forecasting & Coaching – Data helps managers forecast meetings and revenue while coaching reps effectively.

Standard Call Dispositions (per Playbook)

Here are the approved ConnectAndSell dispositions your clients are using, with definitions and HubSpot sync actions (from the reference table, page 18 of the Playbook):

Disposition Definition Type Meeting Follow-Up Contact Status in HubSpot Creates HubSpot Task? Pipeline Impact
Wrong Number Invalid number or no longer in service Negative No Unqualified No Removes clutter from pipeline
Do Not Call Prospect explicitly requested removal from calls Negative No Do Not Call No Prevents compliance issues
Not Interested Prospect is not interested in the product/service Negative No Disqualified No Helps refine targeting
Information Sent Prospect asked for info to be sent Neutral Yes Nurture Yes Moves to nurture sequences
Requested Call Back Prospect asked to be contacted again at a later time Positive Yes Working Yes Creates follow-up task
Follow-Up Scheduled Prospect requested specific follow-up on date/time Positive Yes Working Yes Ensures timely engagement
Meeting Scheduled Meeting booked with prospect Positive Yes MQL / SQL Yes Advances deal stage
Meeting Completed Meeting held successfully Positive No Sales Accepted Lead Yes Moves pipeline forward
Meeting No Show Prospect did not attend scheduled meeting Neutral Yes Nurture Yes Recycle with reschedule workflow
Referral Prospect provided another relevant contact Positive Yes New Lead Yes Expands prospecting pool

⚠️ Important: Do not overuse Do Not Call or Disqualified unless the contact is truly non-viable. The Playbook stresses reps should not exceed 5% in either category.

Best Practices

  • Always disposition immediately after the call.

  • Use the correct label, not the convenient one. For example, don’t mark “Do Not Call” unless explicitly stated.

  • Add quick notes in HubSpot when selecting “Follow-Up” or “Information Sent” (e.g., “Send case study, call back in 2 weeks”).

  • Review your own reports weekly to ensure you’re using a balanced spread of dispositions.

Workflow Map: What Happens in HubSpot

Here’s how each disposition routes inside HubSpot:

  • Meeting Scheduled → Creates calendar invite, updates deal stage.

  • Follow-Up Scheduled / Requested Call Back → Creates follow-up task, places lead in sequence.

  • Information Sent → Adds lead to nurture workflow.

  • Not Interested / Do Not Call / Wrong Number → Removes from sales cycle and updates lead status.

  • Meeting No Show → Triggers reschedule workflow + task.

  • Referral → Creates new contact and assigns to rep.

The Value to You

  • Less manual admin work → HubSpot automates tasks based on dispositions.

  • More pipeline clarity → You and your manager know exactly where each lead stands.

  • Faster sales cycle → Prioritize high-value leads, recycle no-shows, and remove dead contacts.

  • Better coaching → Managers use disposition data to identify areas to coach (e.g., high no-show rate, low conversion from callbacks).

👉 Remember: Dispositions are not just admin work — they are the key signal that drives HubSpot automation, reporting, and your sales results.