Sales rep success: How to Win Your Team Sales Contests

Sales contests energize the sales team, boost productivity, and drive healthy competition. But winning these contests requires more than luck— preparation, strategy, and the right mindset.

We asked some of Orum’s best SDRs for their tips on how they win our weekly contest, CallWars. These steps are powerful not just for winning SPIFs, but for setting yourself up for success with every call block you have throughout the week.

Step 1: Adopt the Right Mindset

Winning a sales contest starts with a winning mentality. Sean emphasizes, “The first thing is just getting competitive. And however that works for you... if you’ve played sports before or if it’s an internal battle within yourself to do better than the last time you did, find a way to get competitive.”

Confidence Is Key

• Believe in Yourself: Sean recalls feeling nervous during his first few CallWars. “I wasn’t as seasoned on the phones and worried about everyone hearing my bad calls,” he admits. But leaning into those fears and embracing the competition was crucial. “Getting honest with where you’re at is the best way to start improving,” he says. This self-awareness allows reps to build real confidence over time.
• Embrace the Fun and Camaraderie: “This is a reminder that I’m a good rep,” Sean shares. “I’m going to have fun with my coworkers and get after it.” The energy and support from teammates make a difference, turning what could feel like pressure into an enjoyable and productive experience.

Energy Management

• Do Something for Yourself First: Skye’s concept of “woo before the do” is all about self-care. “Take a walk, meditate, or have a nourishing breakfast,” she suggests. This way, you show up as your best self, fully recharged and ready to give 100% to your work.
• Intentional Planning: “Write out your intentions for the day,” Skye recommends. “It can be small things or big things, but knowing what you’re trying to accomplish gives you purpose and direction.”

Step 2: Prime Yourself Before the Battle

Preparation is critical to success in CallWars. Brayton emphasizes how crucial it is to save her hottest prospects for the contest. “CallWars is the one day where I try to save all of my new, fresh, hot prospects,” she says. Here’s how to set yourself up for victory:

Pre-Call Rituals

• Clear Your Mind: Brayton shares that she used to take a walk to clear her head before diving into CallWars. “Now that I’ve been doing it week after week, I just put on my game face and go,” she explains. But don’t underestimate the power of a pre-call routine, especially if you’re newer to contests.
• Get Pumped with Music: “Some reps play music to get energized before a block,” Skye notes. This can elevate your mood and create a positive environment to kick off the contest.
• Snooze Notifications: Distractions are the enemy of focus. “Close your Slack and unnecessary tabs,” Skye advises. “Active listening is critical, so you need to be fully present.”

Setting Intentions

• Know Your Goals: “What am I trying to accomplish in this call block?” Skye asks herself daily. By setting intentions, you keep your mind focused and clear, making it easier to execute your plan efficiently.
• Stay Present: Sean mentions that staying mentally engaged is crucial. “I try to avoid getting distracted by listening to everyone else’s calls,” he says. “But if someone’s having a great call, I’ll check in and let it motivate me.”

Step 3: Build a Winning Call List

Your call list can make or break your performance in a sales contest. All three SDRs emphasize the importance of targeting the right people. “It’s about strategy, not just volume,” Brayton emphasizes.

Start with Low-Hanging Fruit

• Prioritize Hot Prospects: “Go for the people who are in step one or two of your sequences,” Brayton advises. “They’re more likely to answer because it’s a new number, and they don’t know it’s a sales call yet.” She also points out that using tools like Boost Connect can make your number appear as one they’ve been waiting for.
• Use One-Off Call Tasks: Skye leverages Orum’s one-off call feature for CallWars. “Call the same person every day until they pick up,” she says. This aggressive follow-up strategy keeps prospects top of mind and increases the chance of a connection.

Leverage Previous Interactions

• Reignite Conversations: Sean likes to prioritize prospects he’s had conversations with recently. “If someone said, ‘Call me next week,’ that’s who I’m calling first,” he says. This keeps momentum going and improves the odds of booking a meeting.
• Use CRM Insights: Skye explains that tools like email tracking can help you find warm leads. “If someone opened or clicked your email, that’s a sign of interest,” she notes. “Start with those people.”

Advanced Research Techniques

• Closed-Lost Opportunities: Brayton has found great success by revisiting closed-lost accounts. “Look for what their priorities were when they initially took the meeting,” she suggests. “If they were interested in boosting connect rates, open with that.”
• Review Objections: Skye adds another layer to list-building by reviewing previous objections. “Go back and address them head-on,” she says. “For example, if budget was a concern, bring it up and show them how things have changed.”

Step 4: Stay Focused and Adapt

Contests like CallWars can be chaotic, but staying focused is crucial. “You need to manage your environment to stay in the zone,” Sean advises.

Manage Your Environment

• Eliminate Distractions: Skye says the biggest productivity killer is having too many tabs open. “I used to have the leaderboard and LinkedIn up, and I’d constantly check them,” she admits. “Now, I close everything that isn’t directly helping me make calls.”
• Stay Engaged but Flexible: Sean finds a balance between listening to others and staying focused on his own calls. “If Brayton is having a killer call, I’ll listen in for motivation,” he says. But overall, he recommends keeping your head down and working your list.

Adapt on the Fly

• Shift Your Strategy Mid-Contest: If cold numbers aren’t working, Sean pivots to hot ones. “Once I’m in my prime, I call my hottest numbers,” he shares. “Adjusting based on how the contest is going can give you a competitive edge.”

Step 5: Reflect and Refine Your Approach

Winning once is great, but consistent success comes from continuous improvement. “Be disciplined, adaptable, and always refine your approach,” Skye advises. Here’s how:

Learn from Every Experience

• Review Calls: Skye emphasizes the value of listening to your peers. “You can learn new objection-handling techniques or even different pitching styles,” she says. “Keep evolving and adding to your toolbox.”
• Collaborate with Your Team: Brayton talks about how important it is to share knowledge. “We have a shared document where everyone contributes their best objection-handling techniques,” she explains. “This way, no one is working in silos, and we all get better together.”

Make Improvements

• Seek Feedback: Sean believes that getting feedback, even on bad calls, is critical. “Don’t just focus on what went well—ask what you can improve on,” he says.
• Update Your Scripts: Skye suggests creating a “brain document” of call scripts that the whole team contributes to. “You should have multiple ways to handle common objections, so you’re always prepared,” she explains.

Winning a sales contest like CallWars requires a blend of preparation, strategy, and adaptability. “It’s about being ready, having done your research, and going in with confidence,” Brayton shares.