Inbound leads. Distributed. Logged. Coached.
Round-robin hunt groups distribute inbound leads evenly across reps. Pre-ring caller-ID lookup overlays the contact's deal stage and last interaction so the rep is up to speed before pickup. Calls auto-log to HubSpot, Salesforce, or Pipedrive on Team Pro. Recording arms automatically; manager reviews weekly.
What this is solving for.
Sales-team phone routing is one of the highest-leverage configurations in a UCaaS deployment. The right reps need the right calls; calls need to log to the CRM without manual data entry; recordings power coaching that turns mid-pack reps into top performers; managers need visibility into who's handling how much volume. Most teams solve this with a tangle of duct-taped tools — softphone for calls, separate CRM clicker, manual note-taking, occasional recording when somebody remembers to start it.
The integrated version is dramatically better. Inbound leads route via round-robin to whichever rep has been ringing least; rep's phone rings on cellular eSIM with the contact card overlaid ("Acme Corp, Series B, last touched 6 days ago by Mark"); rep picks up with context; the call auto-logs to the CRM as an activity on the deal record; recording captures the whole call for later coaching review.
All of that on Kelir Team Pro — Team Starter ($29.99/seat) handles the routing and recording layers; CRM integration moves to Pro ($39.99/seat). Same UCaaS depth as RingCentral or Dialpad, with cellular delivery so reps take inbound on their phones whether they're at a desk or out for coffee.
Features that apply.
The sales-team stack: distribution, recording, CRM integration, analytics for coaching and pipeline reporting.
Hunt groups
Round-robin distribution distributes lead volume evenly across the team.
CRM integrations (Pro)
HubSpot/Salesforce/Pipedrive auto-log, click-to-call, caller-ID lookup overlay.
Call recording
Always-on for the sales team; manager reviews weekly. Encrypted at rest, configurable retention.
Analytics
Per-rep volume, average call duration, and (Pro) CRM-correlated pipeline reports.
Voicemail transcripts
Inbound leads who don't reach a rep leave voicemails — read transcript on lock screen, follow up fast.
Skill-based routing (Pro)
Route enterprise leads to enterprise reps; SMB leads to SMB reps; based on CRM lookup.
Step by step.
- Step 01
Build the sales hunt group
Routing → Hunt groups → New. Distribution: round-robin. Add reps as members. Ring timeout 25s. Catcher: shared sales voicemail with promised callback within 30 minutes.
- Step 02
Enable always-on recording for the sales team
Settings → Call recording → Sales team always-on. Optional consent disclosure prompt. Retention 1 year (Pro: configurable up to 7 years for compliance use cases).
- Step 03
Connect the CRM (Team Pro)
Integrations → HubSpot/Salesforce/Pipedrive → OAuth-connect. Map users by email (auto). Pick what to log: calls (yes), SMS (yes), voicemails (yes). Test with a click-to-call from a contact record.
- Step 04
Configure caller-ID lookup
Per-user opt-in (default on for sales team). Inbound calls trigger CRM contact lookup; matched contact's overlay card surfaces pre-ring with name, company, deal stage, last interaction.
- Step 05
Set working hours and after-hours behavior
Sales team hours typically 8 am–7 pm in the team's timezone. After-hours: route to a shared voicemail with promised next-business-morning callback.
- Step 06
Configure skill-based routing (Pro, optional)
Tag reps with skills (enterprise, SMB, vertical specializations). Tag inbound calls via CRM lookup (account size, vertical). Routing engine matches before falling through to standard round-robin.
- Step 07
Set up the manager review workflow
Weekly: manager opens app.kelir.io → Recordings → filters by sales team → samples 5–10 recordings per rep for review. Drill into per-rep analytics for volume and duration trends.
What changes.
- Lead volume distributes evenly across the team — no rep gets buried, no rep starves for inbound.
- Reps pick up with full pipeline context (deal stage, last touch, account history) — better first 30 seconds of every call.
- Every call logs to the CRM automatically — reps stop manually entering call activities.
- Manager reviews 5-10 recordings per rep weekly — coaching becomes data-grounded.
- Pipeline-correlated analytics on Pro show which call patterns correlate with closed deals.
- After-hours leads land in shared voicemail with transcripts — morning callback within hours, not days.
The right buyer.
Inbound-driven SMB and lower-mid-market sales teams (3–25 reps): SaaS, professional services, agencies, financial services, B2B product companies. The team takes meaningful inbound (10+ calls per rep per week). CRM-integration is operationally important. Recording for coaching is part of the manager's workflow. Reps are mobile or hybrid — they're not chained to a desk.
Who this isn't for: Pure outbound sales teams without significant inbound don't need hunt-group distribution — outbound dialing tools (Outreach, Salesloft) plus basic phone numbers are typically a better fit. Enterprise sales teams running predictive dialers and sophisticated cadence orchestration need a dedicated sales-engagement platform; Kelir handles the phone layer but not the cadence layer. 50+ rep contact-center-style sales orgs need contact-center supervision tooling Kelir doesn't ship.
Common questions
Round-robin distributes load evenly — every rep handles roughly the same volume over time. Simultaneous ("race to pick up") favors fast reps and starves slower ones; useful for queue-style work but typically wrong for sales coaching where every rep should be getting reps. Skill-based routing on Pro adds a smart layer on top of round-robin.
Every call to/from a contact in the CRM logs as an activity on that contact's record. Calls to numbers not in the CRM log to a generic Kelir Activity feed for review (rep can decide whether to add the contact and re-associate the activity). Failed-to-match calls don't disappear — they're just in a separate feed.
Sub-100ms pre-ring overlay on the rep's Kelir mobile app: contact name, company, current deal stage, last interaction date, deal owner. Surfaced in the milliseconds before the cellular line rings. Rep can decide to take the call differently based on context ("this is the closer call, I want this" vs "this is a discovery call, fine to defer").
Yes. Three modes: off, on-demand (rep presses a key during the call), always-on. Per-user policy configurable. Most sales teams run always-on with consent disclosure where required. On-demand is useful for senior reps who only record key calls.
Team Pro joins call activity to CRM deal stage. See call counts per deal stage ("average closed-won deal had 4.2 calls vs lost-deal 2.1 calls"), per-account activity timelines, deal-velocity correlations. Useful for sales-ops analysis and coaching: are reps making enough calls per deal? Are they making them at the right stage?
HubSpot, Salesforce, and Pipedrive at launch on Team Pro. Other CRMs (Zoho, Microsoft Dynamics, Copper, Monday CRM) are on the Phase 3 public-API roadmap — once that ships, any OAuth-supporting CRM can integrate via the API and webhooks.
Related use cases & features.
Customer support system
Same primitives, applied to support-team workflows.
CRM integrations
Detailed feature page for HubSpot/Salesforce/Pipedrive integration.
Call recording
Recording feature deep-dive — coaching workflow.