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How Can I Track What My Sales Team Talks About on Calls?

You want to know what actually comes up on your team's sales calls: which objections, which competitors, which promises. The answer is a searchable record of every call in one shared place. Here is how to set it up, and where the line to monitoring individual reps runs.

Kalima Team5 min read

Short answer: record each sales call as a transcript, keep the transcripts in one shared team workspace, and search across all of them for the topics you care about: prices, objections, competitors, next steps. With Kalima, reps record calls on their own computer with the desktop app, so no bot joins the customer's call. Every call gets a transcript with speaker labels and an AI summary, and everyone in the team can search the team's calls in one place. What you get is a picture of what customers and your team talk about. What you should not build is a surveillance tool for individual reps, and Kalima deliberately does not offer one.

Three questions hide behind "tracking"

  1. Which topics come up across all calls? Prices, a competitor, a missing feature, a security review. Search across every call answers this.
  2. What was agreed in one specific deal? The summary and the transcript of that call answer this, filed where the next person will look for it.
  3. How does one rep perform compared to the others? That is monitoring individuals. In Germany a system that can do it needs the works council's agreement, and in most teams it ends the willingness to record calls at all.

Kalima is built for the first two questions.

How to set it up with Kalima

1
Each rep installs the Kalima desktop app for Windows, macOS or Linux and starts a session before the call. With Mic + meeting audio, both sides of the conversation are transcribed. It works with any calling tool, because Kalima records the sound on the rep's own computer.
2
After the call, Kalima writes an AI summary with decisions and action items. It does so on its own once a call has run for at least five minutes with enough speech.
3
The rep files the call in the team's shared workspace or in a project, for example one project per key account.
4
Anyone in the team searches across every call they are allowed to open. A hit opens the transcript at that point, and a click on a word plays that moment of the call.
What you want to knowWhat to search for
Where price comes up"price", "discount", "budget"
Which competitors customers mentionthe competitor's name
What customers push back on"too expensive", "contract", "security review"
What the team promisedthe action items in each call's summary

If your team uses Claude or ChatGPT, the Kalima MCP server lets the assistant search the same calls, so you can ask "Which objections came up in October?" in plain language and read the calls the answer comes from.

What managers do not see

  • No per-person figures. The Kalima Console shows usage only by team, and only for groups of at least five people. There is no talk time, no ranking and no "last recording" per rep.
  • Private stays private. A call a rep keeps in their own space is not visible to the team. Only calls filed in a team workspace or a shared project, or shared by link, can be opened by others.
  • Topics, not people. Search shows what was said in the calls you can open. It does not score anyone.

Tell the customer

A recorded sales call needs the other side to know. Say it at the start of the call, before the first question. Our guide to consent wording has sentences you can use, and is it legal to record a meeting? covers the legal side.

FAQ

Does a bot join the customer's call?

No. Kalima records the audio on the rep's own computer. Nothing joins the call and nothing appears in the participant list, which is also why the rep has to tell the customer.

Can the summaries go into our CRM?

Yes. With Zapier, Make or n8n, the AI summary of a call lands on the matching contact or deal in HubSpot or on the opportunity in Salesforce as a note.

Do we need the works council?

In Germany, introducing a technical system that is able to monitor behaviour or performance is subject to co-determination. Talk to the works council early. Our post on works councils and AI transcription explains what they usually check.

Try Kalima on your next call.

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