How Do I Implement CallWars at My Company?

Data from Orum’s 2024 State of Sales Development report shows that SDRs are now responsible for pipeline generation for at least 4 AEs each. This means you must build structured times for your reps to get on the phones.

At Orum, we have daily call blocks during which our team focuses exclusively on the phones. One of those dedicated call blocks is CallWars; for us, it’s the best time of the week.

CallWars isn't just a catchy name; it's a friendly battle for meetings and morale. Think of it as a gamified power hour where your team competes to see who can book the most meetings in a set time. Here’s how to implement CallWars in your organization and make it a win-win for your team and your bottom line.

What is CallWars?

CallWars is a time when the entire team comes together to make as many quality calls as possible. It’s not about quantity for quantity’s sake—it’s about driving connections and booking meetings.

Timing will vary from company to company depending on your ICP, TAM, industries you’re targeting, etc. For Orum, it looks like this:

• When: Weekly on Wednesdays from 1-2 p.m. Pacific Time.
• Goal: The rep who books the most meetings during this time wins a monetary SPIF.

Step 1: Set the Rules of Engagement

A little competition goes a long way, but structure is key.

• Create a Clear Contest: Announce the time, the goal, and what’s up for grabs. The team traditionally competes for cash prizes for Orum, but other popular SPIFs include new Bluetooth headphones, YETI coolers, free Orum swag, and other goodies.
• Provide Lists in Advance: Make sure reps have their call lists at least a day before so they can research and target high-potential leads.
  • This will require collaboration between your SDR/BDR manager and Sales Ops. This process aims to empower your reps to know who they’re calling with enough time to research the accounts. This way, when it comes time to dial, all they have to think about is the conversation at hand.

Step 2: Foster a Collaborative Culture

CallWars isn’t just about winning—it’s about team spirit.

• Celebrate Wins: Encourage reps to cheer each other on when they land a meeting. The best way to accomplish this is by ensuring the team calls together on the Orum Salesfloor. Reps and managers can listen into each other’s calls while they wait for a prospect to pick up, learn from one another’s approaches, and celebrate booked meetings collectively.
• Learn from Each Other: Create a safe space where tough calls can be shared and celebrated for the effort, even if the result wasn’t a win. Listening in on calls together isn’t just for celebrating the booked meetings. It’s also for laughing off the harsh rejections, uncovering winning tactics being implemented by teammates, and eliminating call reluctance.

Does it matter if reps are “saving” specific accounts until CallWars?

We asked our own SDR Manager, Arely Brattin, for her thoughts on reps “hoarding” specific accounts to only call during CallWars, and this was her response.

“I do think it can happen from time to time, but as long as reps hit their numbers during the rest of the week, I think some strategic plays drive healthy competition.  Now, if we're not booking meetings on Tuesdays and then suddenly, Wednesdays are skyrocketing, that warrants a different conversation.”

• Track Weekly Performance: Make sure meetings are booked consistently throughout the week—not just during CallWars.
• Focus on Quality Over Quantity: Encourage reps to go after well-researched accounts, not just easy wins.
• Pipeline generation matters most: If reps are hitting their overall goals, that’s the most important factor for business KPIs, so unless they're actively slacking during the rest of the week, it’s okay that they are “cherry-picking” accounts during CallWars.

Step 3: Budget Wisely for SPIFs

It’s all about balance—keeping your reps motivated without breaking the bank.

• Coordinate with Finance: Get a clear understanding of how much you can allocate per week or month for SPFs.
• Prove ROI: Show how CallWars drives meeting volume and pipeline creation to justify the investment.

Step 4: Keep It Fun

CallWars should be a highlight of the week.

• Create Themes: Turn CallWars into a themed event, like dress-up days or team challenges. Holiday-themed openers are always a fun way to shake up mundane calling blocks, as are suggestions like inviting prospective customers to special events or meet-ups.
• Boost Morale: It’s not just about the numbers; it’s about giving your team a chance to bond, support each other, and celebrate small wins. Consider creating additional SPIFs for “positive outcomes” that don’t result in meetings including recommendations for other contacts in the account, a request for more information, or genuine interest by the account for a call at a later date.

CallWars can be a powerful tool for building camaraderie, driving more meetings, and keeping things fun in your SDR team. With clear rules, thoughtful planning, and a bit of friendly competition, you can turn CallWars into a regular event that reps look forward to.