What Do You Want To Be Known For?

What Do You Want To Be Known For?
by Dawn Turner – May 2015

Is there a difference in work ethic across generations?

Some say that work ethic has decreased from Gen X to Gen Y. Others say that it varies by individual and their upbringing. Millennials need to be aware of potential generational biases and even seek to overcompensate in order to prove such theories do not apply to them.

To combat this type of thinking–whether you are a Baby Boomer, Gen X, Y or Z–ask yourself: What do I want to be known for?  A hard worker? A leader? Someone loyal and willing to do whatever the job requires? Next, think about what you don’t want to be known for: lazy, not being a team player, dishonest, disloyal, or a bridge burner.

Burning bridges

burning-bridgeAt a recent sports industry meeting, two people on the same day separately voiced similar complaints about the need to teach today’s young adults about how burning bridges early in their careers can come back to bite them. This got me to thinking about the generational attributes I have been reading about and what we can do to help educate future generations.

The first story I heard was about a young worker who moved from organization A to organization B. After being in the new position for six weeks, the worker received a call from organization A and decided to move back. This turned out to be a rather abrupt move that left organization B in a lurch. The second story I heard was about a recent graduate hired by an organization that they really wanted to work for. This person did a great job and was promoted after just a few weeks, only to decide to depart for a job with an external client.

In both situations the organizations put their faith and resources in these young workers, but were left in the lurch. Even though organizations move on, they will never forget how these two young workers handled these situations. The industry is so small, it is virtually certain word travels around to others. In any case, future interviews will be difficult because hiring managers routinely contact previous employers.

Short term vs. Long term

In the short-term these situations may not seem that crucial. But, it could come back to haunt them in the long-term. Let’s play this out hypothetically using the first example. Once the worker went back to organization A, they stayed there for five years until they got tired of the winter weather.  During that time the president of organization B decided to move to California and run organization C. Since the worker was seeking employment in a warmer climate they applied for a job with organization C. The new president of organization C saw their name come through and remembered how they handled things five years prior. They told their hiring managers not to bother interviewing this candidate and also told their friends at organizations D, E and F (also in California) that they would not recommend this worker. Organizations D, E and F shared this information with their friends at organizations G, H and I who then pass the information to organizations J, K and L. At this point it is very difficult for the worker to get an interview in the industry, let alone in their preferred state of California.

Here’s another real life example. A professional sports organization hired a college student for an internship. The intern turned out not to be very reliable and folks in the organization decided this person was not cut out for full-time employment. A few years later the former intern realized they were not mature enough to handle the work while they were an intern and called to apologize. When they called they explained how they have matured and are ready to take things seriously. Do you think the organization hired them for a full-time opening? No way! This is very unfortunate, because even though people may change, they already made negative impressions.

Who are you?

In my nearly 20-year career I have seen a variety of scenarios similar to these play out, not many of which are positive. The time to take personal responsibility for who we are and what we want to be know for starts now.  Am I a team player? Am I clear about my goals and aspirations? Am I easy to work with? Will my coworkers and managers give me a good review and 100% recommendation?

We should all ask ourselves these questions. If we present ourselves in the best way possible, it really doesn’t matter what the studies say about generations. What matters is who I am and how others see me.

Treating others how we expect to be treated should be toward the top of everyone’s list. As long as we always remember this, we won’t need to worry about making poor decisions that have negative repercussions down the line.


Cover table source: http://www.fdu.edu/newspubs/magazine/05ws/generations.htm

 

 

Four Key Strategies to Make Your Sports Career Flourish

Four Key Strategies to Make Your Sports Career Flourish
by Deno Anagnost – April 2015

Is your career in ticket sales just starting to catch fire? Or, are you a seasoned veteran or manager feeling as though your career development is becoming stagnant?

Either way, I have four strategies which can take your career and personal brand to the next level. I have been very fortunate in my career to work alongside and meet with some of the best sales executives in professional sports. These individuals use these strategies to make a positive impact on their organizations and community. This kind of approach is worth imitation and will be noticed and contagious to those around you.

Focus on who (not what) you want to become

People dance with mediocrity because they focus solely on what they want to become. Their career goals are all about titles, money, and what they think is “success.” The short term, fast track mindset is strictly measured by timelines and dollar figures: “I need to be a manager in two years and making six figures in three years.”

Effective sales executives focus on (1) who they want to become and why, and (2) not on what they want to become and when. When you focus on who you want to become, attention shifts to what you can control. Create positive habits driven by who you are and want to be. Start thinking about others more. Establish what you stand for as a professional and why. Become a better version of yourself than yesterday. The right position will find you if you focus on being the very best at the position you have, whether it’s a student, an intern, a sales rep, or in management. The end reward isn’t the money, position or awards. It is what you now possess to give and contribute.

Lead with an abundance mindset

An abundance mindset believes an ample amount of success and resources exist to share with others.

Sales executives at every level can have a scarcity mindset. In a ticket sales environment, this means you believe there is a limited amount of success and sales to be made. Leaders with this mindset feel the need to hoard knowledge and resources. This scarcity mindset creates unnecessary competition that promotes negativity and leads to needless conflict between colleagues and departments.

When you have an abundance mindset, you congratulate and learn from others’ successes. When you have a scarcity mindset you look for ways to justify why they had success and you did not. This distracts focus from the functions of your job which leads to poor results. Someone with an abundance mindset will be consistently generous with their time, praise, information and resources. A sales executive with a scarcity mindset is highly jealous, and will shield information for fear someone else will have more success with it then they will.

An abundance mindset does incredible things for your personal brand. Your actions will show you have the big picture in mind. You will be viewed as someone who is selfless, and in return, you will become someone who receives more information, more responsibility, and more praise. Ask yourself: “Am I contributing to the greater good of the sales department? Or am I taking all that I can so I can win?”

Be present

Some of the best sales executives I have ever been around possess a piercing ability to focus. They become increasingly more accomplished than peers. How?

  1. They are professional students of time management.
  2. They work efficiently without making mistakes on the small details without getting distracted.
  3. They regulate their environments and remove potential distractions from line of sight.
  4. They aren’t on work phones while also texting on cell phones, typing emails or browsing websites.
  5. They are active listeners. When they ask you a question they are genuinely interested in connecting to uncover a way to help you.
  6. In meetings, their computer screens and cell phones are turned off to eliminate distractions.
  7. They give all of their attention to you and the task at hand; they aren’t just “checking the box.”

This approach carries into their personal lives. They aren’t texting or sending emails at the dinner table. When they spend time with friends and family, that’s what they are doing. They engage in conversations and activities that build healthy relationships. The core of this strategy is to focus on being present in all areas of your life. Put tremendous work into being present and you will have deeper, more fruitful relationships.

Don’t give or take excuses

Our biggest problem as sales professionals is when we can’t even see  we have a problem.

Every time I make an excuse I tell a little lie to myself that I end up believing. Doing this blinds us. We lose our self-awareness. These little lies exaggerate the faults of others and inflate our own egos. We quickly see the world through this negative view no matter how big or small the excuse is.

When we take action to do the tough things best for the long term we build grit within ourselves. This makes us more prepared for the next tough challenge ahead in our lives. In contrast, each time we rationalize or excuse we become more mentally weak. We become less confident. We fold when even easier obstacles arise.

Don’t let external situations control your internal attitude. Giving excuses is one thing. Taking them is another. Nothing defines a sales culture more than the excuses leadership accepts. Excuses are excuses. We all use them. What we don’t see is that excuses focus on things outside of our control. Do these sound familiar?

  • I’d sell more if I had better seats to sell.
  • If I had a different title I could get to decision makers easier.
  • I didn’t hit my goal because the team stinks.
  • This lead list is weak.
  • I don’t have enough time.

Sales leaders who accept these excuses can expect mediocre results or worse. Instead, look for ways to coach reps to identify when they are making excuses. Create habits and a sales culture built around professional, personal, and revenue development.

Conclusion

I wish I could tell you these strategies are easy to implement. These are not quick fixes. Over time, these strategies will change your approach to this business. People can try to fake this approach, but then words and actions won’t align. However, when habits and words do align with these strategies, people will see you as someone with courage, someone who can stomach the cost of leadership, and someone to admire. Who do you want to be?

Students: Finding your Perfect Sports Business Employer

Students: Finding your Perfect Sports Business Employer
by Brian Norman – January 2015

Students: Finding your Perfect Sports Business Employer

It’s your senior year. You’ve been through hundreds of hours of classroom instruction, completed multiple industry internships, and built your network extremely well. You’ve taken advantage of every opportunity. You are ready to jump head first into a full-time position within the sports business.

Now that you’re ready for the real world, how will you choose your perfect employer?

This is a simple question I ask every job candidate I interview, yet I’ve found it is very hard for many to answer with ease.

How can you find your perfect fit? Be honest with yourself, and decide what job characteristics are most important to you. You’ll find many of the biggest factors below.

Coaching

Who will you report to? Personally, I believe this is the most important aspect of finding the right fit. Your first boss in the sports business should be someone who will actively coach you in your first role.

They should genuinely care about your long-term success and develop a personalized plan to help you accomplish your goals. You should expect them to push you to accomplish your goals while also serving as a resource and support system along the way.

This individual should be proactive in providing feedback, as it is important for you to consistently understand your strengths and areas for improvement. They should know how to best deliver feedback, and how they can assist you in applying it in real time.

Finally, their reputation matters! It is important that your first supervisor is well respected and well connected as, more often than not; they are your primary connection to the rest of the industry.

Culture

Simply put, culture matters. Some questions to consider asking your future employer:

  1. Does the leadership team promote and foster success at every level?
  2. What type of traditions are unique to their organization?
  3. Are best practices both shared and celebrated?
  4. Do employees truly root for one another?
  5. Is the organization proactive in seeking new opportunities and trying new ideas?
  6. Is executive leadership accessible?
  7. Do business departments collaborate well across the board, or do they operate in “silos?”

Training Program

You will learn more in your first 12 months in the business than you can ever imagine. Your training program is vital not only to your success in your first year, but it serves as the foundation for your entire career.

In Philadelphia, new sales executives with the 76ers go through an intensive two-week training program before they begin reaching out to prospective ticket buyers. This ensures they are truly ready to communicate with prospects, while also giving them the confidence to succeed early on.

While your initial training is important, consistent ongoing training is equally as crucial. Just like professional athletes, you must continue to fine tune your craft and work on making yourself better everyday.

In Philadelphia, the sales leadership team provides consistent ongoing training to their staff every Wednesday and Thursday morning. This training focuses on different topics each week, keeping in line with the current sales process in order to give members of the sales team the tools necessary to succeed.

Opportunity for Growth

The best hiring managers aren’t looking for the next entry-level candidate. They’re looking for someone to groom to be the next great sports business executive.

In order to do so, they must provide opportunities for entry-level employees to grow within the organization. Therefore, you should ensure these types of opportunities exist when applying for your first position.

Further, be sure to ask about additional opportunities that may exist after your first promotion. Does the organization you’re interviewing with offer their senior level employees the opportunity to further grow their careers through “track” programs? Remember, career growth doesn’t end after your first promotion!

Exposure

Your first job in the sports business should serve as an extension of your college curriculum. You should constantly look for opportunities to learn more about the industry.

In order to do gain this knowledge, you’ll undoubtedly need exposure to other members of the organization you work for.

Does your potential employer facilitate these opportunities?  Are you given access to materials to broaden your knowledge of the business?

Pay Scale

Unless you’re a 20-year-old who can hit a 100-mph fastball, throw a 50-yard touchdown pass, or guard an NBA All-Star, chances are you’re never going to get rich off of your first job in professional sports.  A typical first year sports business executive in ticket sales used to be less than $35,000 (when this was first written), but better offers today (2021) are in the $40s with a chance to make more on commissions and bonuses depending on the position and level of success.

Should an additional few thousand dollars be the deciding factor on which job you take?  My advice? It should not.  Make sure every other category measures up before relying on pay scale to make your decision.

For those looking to learn more about sports business compensation, click here to see inside sales rep salaries from Ziprecruiter of roughly $45k or $22/hour. The question really isn’t what your starting salary is; the question is where are you going?

Location

This factor is entirely personal and unique to every one.  One thing is for sure, having the ability to move out of your hometown, city, or state drastically opens up your opportunities.  There are 122 professional teams within the four major American sport leagues, or over 140 counting MLS.

Limiting yourself to 2-3 throughout your career can inhibit your growth.  Nonetheless, it is important to find what makes most sense for your personal situation. Just know that you’ll spend about one-half of your waking hours with people you work with (see the graph in the cover photo). That’s a lot of time to spend with people if you pick the “right” location, but the wrong job.

Sales Training: The Four Benefits of Waiting

Sales Training: The Four Benefits of Waiting

Ketchup

by Tom Parsons – January 2015

Heinz had a commercial with a slogan when I was young, “The best things come to those that wait.” The guy whose friends ditched him because he was waiting on the ketchup to come out of the bottle ended up on a date while the others twiddled their thumbs.

In many years in the the advertising sales business, I have learned the truth of this saying. No doubt, many of us with the benefit of hindsight have found value in waiting. Besides asking us not to wear some of the things we wore, here are 4 truths about waiting we would say if we could go back to give a talk to our former selves.

Waiting builds STRENGTH

The good news for most of us is that life isn’t hard at all times. While we wait for a break, the level of strength goes up during difficult times as we work through struggles. When you have a bad sales month, if you are ambitious, the acumen rises as you increase self-discipline. When you have a baby and are tired, your mind will try to convince you that you have been up all night changing diapers and feeding for 18 years. Your strength will build if you can fight off these kind of lies. Waiting for good things makes you strong in the process.

Waiting offers PERSPECTIVE

[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]It’s only through the exercise of patience that we truly understand and appreciate the full value of the payoff at the end.

~ Bill Guertin, 800PoundGorilla  [/dropshadowbox]How many times in your life did you want something badly only to move on to a different passion or interest while you waited for it? There are going to be more times like this. While you wait you can determine whether your commitment is deep. Your managers will do this with you from time to time. They’ll want both of you to come to a realization that something mattered to you. Allow the wait to offer perspective both inwardly and outwardly.

Waiting deepens DETERMINATION

Once you gain the perspective that the thing you are waiting for actually matters very deeply to you, the drive and determination to get it becomes a juggernaut. When it’s you against the world and achievement is your only option, you’ll likely perform above your usual potential. Coaches tell me that talent doesn’t separate top athletes from the rest–it’s the depth of determination.

Waiting stores ENERGY

Before Jesus ascended into heaven, he made several promises and indications to his disciples about His future plans. While waiting for the go-ahead, Peter decided to go back to the family business of fishing. Many of you are just itching to get out there and sell something or improve the value of a sales team. You may even know exactly where you are going and just can’t wait to get there. Let this time be one of refreshing yourself for the tasks to come. Enjoy the last of this season before taking on the world.

A final word…

Weaved into each point is attitude. Waiting will only frustrate you if you allow your attitude to be influenced by petty problems. Your attitude must be at a high level if you are going to use waiting to your advantage.


 

Cover photo courtesy of Philip at HalifaxLight.

How to Get Into Sponsorship Sales

How to Get Into Sponsorship Sales
S3 Club Winners
S3 Club Winners: Lauren Bacon, Turquoise Early, Colten Renner
by Brooks Byers – October 2014

The Dallas Mavericks’ George Killebrew, the San Antonio Spurs’ Jeanne Garza and Baylor IMG’s Brian George shared advice and experiences in the sponsorship field at the Baylor S3 Club meeting on October 8th. Courtesy of Fox Sports Southwest and Fox Sports 1, we also provided some lucky Baylor S3 club members with court side seats at the Dallas Mavericks preseason game against the Pacers.

Why should students pursue a career in sports?

All three panelists spoke about the “diversity” of opportunities that selling sponsorships affords people. Sponsorship sales takes people outside the office, learning the inner workings of a range of businesses from “mom and pop stores to traditional giants” as Brian George put it. George Killebrew said it was great for people who enjoy “learning something new” every day.

On the other hand, the group warned of the long days that come with the job. Jeanne Garza said it’s important to remember that “it’s not what you see on ESPN.” Killebrew reminded everyone that “other jobs are more of a nine to five, Monday to Friday deal, and sports can always be a hobby. But, when the team schedule comes out for the year, it pretty much plans my life for the next few months.”

Getting into corporate partnerships

Brian George
Brian George

Killebrew’s advice for those interested in selling sponsorships was to gain experience in “multi-dimensional sales” like in the media field, where packaging groups of inventory for clients is more complex than selling individual products. Jeanne Garza suggested selling air at radio stations, since it’s more promotion-driven than TV, hence more like selling sponsorships for properties. Brian George underscored the need to be able to think outside the box. “We sell ideas, concepts and beliefs. Clients must know you have their best interests at heart.”

Women in sports

Jeanne Garza believes that opportunities for women in the field have grown significantly. She cautioned that women still have to be particularly careful in how they present themselves and in separating their professional and personal lives.

killebrew new
George Killebrew

George Killebrew believes the talent pool today is much larger, and that the leadership teams he’s seen that included women were much more effective.

Career advice for students

Killebrew said that those wishing to enter the field need to be comfortable “introducing themselves and telling people what they want to do.”

He also said that a good resume is simply a “blueprint for telling your story, and a guide for our discussion” in the interview process.

Jeanne Garza made a case for cover letters because they’re a great way to show why you’re unique and a great fit for a position. She also added that any errors in the resume or cover letter are reason enough to not consider a candidate.

Jeanne Garza
Jeanne Garza

Brian George emphasized the importance of building relationships, especially in a small industry like sponsorship sales. Even if you just meet someone new and go to dinner with no immediate job prospects, you should still write a hand-written thank you note.


Cover photo source: Courtside Jones

 

The surprisingly simple little secret to landing a leadership position

The surprisingly simple little secret to landing a leadership position
by Kirk Madsen – October 2014

What is leadership?

For everything written about leadership and management (an Amazon.com search yields over 1 million books on the topic!), we sure seem to have a lot of questions about what it is and how to do it. One of the questions people in leadership positions get asked all the time is, “How did you get to where you are now?”

Whatever their answer is, it will probably include a surprisingly simple little secret.

Ready? There is no secret.

There really isn’t much of a mystery. Leaders follow simple, repeatable processes anyone can start immediately!

But, before we talk about these processes, let’s first establish two key ground rules:

[dropshadowbox align=”center” effect=”lifted-both” width=”400px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]

Ground rule #1: Consistency is king.

Ground rule #2: A positive attitude is non-negotiable.[/dropshadowbox]

These two ground rules are the cornerstones or the foundation for all you do. Over the long haul, building success without these cornerstones is impossible. From there, focus on a few key concepts:

Concept #1: Do more, now.

Leaders work harder and generate results more consistently than their peers.

Dionna Widder
Dionna Widder

Dionna Widder, the Vice President of Ticket Sales & Service with the Cleveland Cavaliers, sums this point up perfectly: “You do not need a title to be a leader. Set yourself apart with your work ethic and results.” Everyone is capable of having a great week, or even a great month. Leaders have great quarters and great years. Sure, they have their off-days. So did Michael Jordan; his were just better than everyone else’s.

Concept #2: Lead, now.

Take on a leadership role with your current team.

Joe Schiavi
Joe Schiavi

Joe Schiavi, the Director of Inside Sales with the Detroit Pistons, offers some practical advice to practice leadership now: “Teach less experienced reps and give time out of your day to make sure that your teammates have the best possible opportunity for success.  Your manager will notice your extra efforts. Your teammates will respect you because you took the time out of your day to help them when they needed assistance.”

Concept #3: Be a student.

Every day.

Consider how much more capable you are of passing a test when you’ve taken the time to study. Widder recommends, “Schedule a meeting with your manager or other leaders in the industry to learn.  Seek out resources and dedicate time to be a student.” Books, articles, TED talks, conversations with others – there are countless resources available. Use one of them every day!

Concept #4: Pick your peers.

Immediately find mentors and surround yourself with successful people.

Do you know what I love most about being a leader? Finding others who want to succeed, and empowering them to do it. On a peer-to-peer level, spend your time and energy with people who exhibit the positive personal and professional traits you see (or want to see) in yourself. On an executive level, ask the people you admire to mentor you. The benefits of surrounding yourself with successful people will be real and immediate. “Ask and welcome feedback from your leaders, peers, and friends and develop plans to improve areas that need improving,” Widder says. “Feedback can be both positive and constructive; both are valuable to your growth.”

By applying these concepts, you’ll have a greater impact on your organization. The greater the impact, the greater your chances of breaking into leadership positions.


Cover photo courtesy of MarcMo.

 

How to successfully transition from sales to management

How to successfully transition from sales to management
by Andre Luck – October 2014

Early in my sales career I knew I wanted to make an impact in young people’s lives, and I felt the best platform for me to do so was as a ticket sales manager. The transition from a successful salesperson to a successful sales manager is an exciting yet challenging transition. Fortunately I had great leaders and mentors that prepared me for this step. I wrote this article for salespeople that aspire to one day take the step to sales management. I’ve provided a few tips that helped me along the way.

Management vs. Sales

We hear that the best athletes do not always make the best coaches. The same principle exists in sales. Yet, organizations continue to take top salespeople and rush them into management even if they are not fit to lead. Make sure you step into a management position for the right reasons. There is nothing wrong with being a lifelong salesperson. There are great opportunities to make a lot of money in premium and corporate sales. Very successful salespeople will actually take a pay cut when stepping into their first management opportunity. I have friends in the industry that tell me they enjoy only having to manage themselves day to day opposed to an entire department.

Good Bucket/Bad Bucket

Jason Howard
Jason Howard

Jason Howard, Senior Vice President of Ticket Sales & Marketing for the Houston Astros, gave me great advice early in my sales career. You will see bosses do a lot of things you agree with and not agree with. As you observe different management styles and actions, put these items into a good bucket and a bad bucket. The good bucket would consist of the things I liked and wanted to make sure I did when I became a manager and the bad bucket would be the opposite. To make sure I did not forget what was going into each bucket I started keeping a journal as new ideas would come to me.

What’s Your Game Plan?

How will you recruit the best talent for your team? What do you want your team to look like? What are your methods to keep your staff motivated? What are your non-negotiables? These questions along with a list of many others are questions you should be thinking about now. Start preparing your business plan now and get feedback from those you respect in the industry. The first time you think through your plan should not be when you are asked to put together a 30-60-90 day business plan as part of your interview.

Hire Tough

The most important thing you can do as a leader is hiring the right people or what the book Good To Great calls “getting the right people on the bus.” Know exactly what it is you’re looking for and never settle on a candidate. During an interview is the very best you will ever see a candidate; they will not all of a sudden be better once they are hired. If there are any doubts on a candidate it is better to pass, as you may regret it down the road if you lower your standards.

 What, How, and Why

P.J. Keene
P.J. Keene

As a manager it is important to set clear expectations for your team of WHAT you expect them to do, train and coach them on HOW to best do it, and clearly explain WHY you want them to do it. Senior Director of Group & Inside Sales for the Houston Astros, PJ Keene, says,

“Be prepared. The best salespeople want to know why you make the decisions you make. Since they value their own career development, understanding your decision making process is important to them. In order to help progress their careers, think through ahead of time what is really most important to you and be able to explain why you made a decision or why you think a particular direction is the best way to go. Be prepared to answer those questions before your best salespeople ask them.”

When your team knows what is expected, how to do it and why they are doing it they are more motivated and you will see greater results.

Patience is Key

Ralph Waldo Emerson has a great quote: “Big jobs usually go to the men who prove their ability to outgrow small ones.”

Be patient and don’t lose sight of the task at hand. As a salesperson, your number one priority is to generate revenue. Developing leadership skills should come secondary. Don’t jump at the first opportunity. Make sure the values of who you work for align with your values. The bosses you work for and your personal and professional development should be more important than your title, compensation, and the organization. If you are a great leader the right opportunity will present itself. The money will follow. It is okay to be more than prepared for your next step.

 

How to get a job in sports

How to get a job in sports
by Kirk Wakefield – October 2014

How do I get into sports?

How do you get into sports? Once you get in, how do you succeed in sports? The short answer is: Demonstrate a strong work ethic, network and build relationships within sports, and exhibit integrity in all you do.

The somewhat longer answer is to read everything on this page. This is the one-stop shop for any and everything you ever wanted to know about sports careers. Enjoy.

Getting the interview in sports

Everything you ever needed to know about getting the interview, how to shine in an interview, and what not to do in an interview. Written by an HR expert, Jeannette Salas, Houston Texans.

Getting ready for careers in sports

Which comes first: Happiness or success?

  • Shawn Achor, The Happiness Advantage

Six differences between working in college vs. pro sports (and why they may change)

  • Rocky Harris, Arizona State University

How much will I earn working in sports?

  • The S3 Report

So you want a career in sports? Here are a few tips…

  •  Shawn McGee, Homestead Miami Speedway

3 Questions you must answer if you want to work in sponsorships

  • Matt Brand, Houston Astros

10 Things newbies need to know about the sports CRM world

  • Chris Zeppenfeld, Charlotte Hornets

How to get ahead in sports

How to get promoted in sports sales careers

  • Rob Zuer, Houston Rockets

Are you coachable?

  • Jason Fortune, Texas Rangers

Are you the best around?

  • Jeff Eldersveld, Columbus Blue Jackets

How’s your sense of sell? Defining your personal brand

  • Brian George, Baylor IMG College

New kid on the sponsorship block

  • Clark McCormick, Dallas Mavericks

How to expand your skill set to advance your career

  • Bill Glenn, The Breakout Group

Practice? We talkin’ about practice?

  • Bob Hamer, Phoenix Suns

How to recognize & avoid sales burnout

  • Kris Katseanes, FC Dallas

Top 10 ways to inspire others (and succeed in the business of sports)

  • Frank Miceli, San Antonio Spurs

 


Cover photo, Waco Tribune Herald, Rod Aydelotte

 

So you want a career in sports? Here are a few tips…

So you want a career in sports? Here are a few tips…
by Shawn McGee – August 2014

“What do you want to be when you grow up?”

That question crosses everyone’s mind at least once…if not countless times throughout our lives.  It may seem a strange question to ask in an interview, but I ask it every time.

We think we know what we want to do for our career as we graduate college. But, in reality you rarely stay in the same position or with the same company for more than just a few years after accepting that first “real” job.  For this very reason, I tell the students I mentor not to worry about where they will work or what their job will be when they first enter the workforce. Here are a few tips I’ve learned over the years.

Just Get Started

The real focus should be: Just get started. Once you are in an organization, do your job to the best of your ability–and better than anyone one else who is performing the same role.  That will allow you the opportunity to then ask for more work (often at no increase in pay), which leads to more responsibility, a greater role within the company, a more prestigious title and more dollars in your pocket.

From there the long and winding road begins.  Once you prove your value to an organization and have grown (or sharpened) your skills set, the doors begin to open.  You are ready to look at other opportunities, ones that may have been out of your reach earlier in your career, but now fit well with your passion and your experience.

Know How to Leave Your Job

But, it is VERY important that as you begin to move from job to job, and up the corporate ladder, that you leave your job in better shape than you found it. And make sure the relationships created there remain firmly intact.

While this seems logical, leaving a company can be tricky. You basically tell them you are departing for greener pastures. How do you do that without leaving a bad taste in their collective mouths?

  1. Personally meet with your manager first, before telling anyone else.
  2. Do not mail it in from an effort perspective during your final days.
  3. Plan how to effectively transfer responsibilities and complete unfinished work.
  4. Continue acting as a model employee who wants the best for everyone.

You never know when you might once again work for this company or for anyone who works there somewhere else.  Just ask Bill Sutton, who started and ran the Team Marketing and Business Operations department for the NBA.  Originally, Bernie Mullins worked for him.  Fast forward a few years later, after Bill left the NBA, Bill was working for Bernie…you never know if those who work for you or with you will later be your boss.

Know How Not to Leave a Job

So you interview for a different job and receive an offer. What if you choose not to accept? As a professional in the sports world you never know if you will later want to work for that company or someone else in that company who moves elsewhere.

Here’s how not to do it: Don’t email ten minutes prior to an interview stating “I will not be at the meeting as I have accepted another position that is paying more than double what you are offering.”  That happened this past week. Really. Needless to say, that individual will not be interviewed again. The Golden Rule applies anywhere and it applies here: Communicate with others the way you would want to be communicated with.

Where Will You End Up?

You never really know.

George Killebrew
George Killebrew

Here’s my story. I started in pro soccer and spent 12 years pursuing my passion. I expected to work in soccer  my entire career.  But, thanks to good friends, George Killebrew (Dallas Mavericks) and John Alper (Legends), I was referred for the Associate AD position at SMU.  I loved my job at SMU, but after two years my position was eliminated.  I had opportunities to stay in Dallas in pro sports and in sports radio, but I took a gamble and moved my family to Atlanta to run the Atlanta Beat of Women’s Pro Soccer (WPS).  After two seasons, the league was struggling and I was worried.  However, a friend of mine interested in a position at Las Vegas Motor Speedway asked me to make a call to their VP of Sales, Mike Mossholder. I just happened to have worked with Mike in MLS.  Mike shared with me that NASCAR was a great industry and that there was an open VP position at Homestead-Miami Speedway (HMS).  Within three weeks, I accepted that position and packed up my life in Atlanta for the move to South Florida.  I NEVER anticipated that I would be working NASCAR or living in Miami.  But, the Lord leads us where he wants us to go and certainly had I not been let go from SMU, I would not have taken the position in Atlanta and therefore would not have reconnected with my friend…or ended up in Miami with HMS.

john alper

Colin Faulkner
Colin Faulkner

Look at Colin Faulkner, a Baylor S3 Board member and Baylor Bear.  He knew soccer was played with a round ball, but that was about it.  He had little experience, but he impressed me enough to give him a chance at the Dallas Burn (now FC Dallas).  He got his foot in door.  Then, he performed above any and all expectations.  He created and maintained solid relationships across the industry.  This, then, allowed him the opportunity to go to the Rangers (MLB), the Dallas Stars (NHL) and ultimately to the Cubs (MLB).  He burned no bridges and always left his position better than he found it. And yes, I would hire him again in a second, but now there is no way I could afford him!  And who knows, someday, I may be working for him.

It’s a Small World After All

People think the sports industry is huge.  In reality, it is very small. Most of us know each other or at least know someone who knows that person.

So, create a solid personal brand and cultivate positive relationships.  At the end of the day, it is simple: Get your foot in the door. Get started. Outwork everyone. Create relationships. Maintain relationships and don’t burn bridges. Work your way to your ultimate job.  It is truly a long and winding road, but well worth the trip.


 

Cover photo courtesy of James Wheeler.

3 Questions You Must Answer if You Want to Work in Sponsorships

3 Questions You Must Answer if You Want to Work in Sponsorships
by Matt Brand – June 2014

Whether you want to work in the Wide World of Sports Sponsorships, or really any competitive field of business, you’re going to face someone like me in the interview process. I always ask these three questions in the interview:

  1. What are you not good at?
  2. How do you plan your daily/weekly schedule?
  3. How do you penetrate companies you are going after?

What do people like me on the other side of the desk really want to know from questions like these?

What are you not good at doing?

I usually start off interviews with this question or make it my second or third question. I learned of it while reading an industry magazine years back and it always has stuck in my interview repertoire. It usually catches people off guard and throws them off course.

All of us go into an interview well prepped on the basic questions that we are going to get asked. But, typically, we don’t plan on telling the interviewer what we struggle with. Now, I have seen this answered many ways. What I’m not really looking for is the typical:

  1. “I don’t take no for an answer,” or
  2. ” I work long hours and need to do a better job with work life balance.”

I’m looking for someone who is genuine and authentic; somebody who has humility and empathy. Being part of an incredible team at work that gets along famously can accomplish extraordinary results.

How do you plan your schedule?

Because I have always led sales organizations, this is a key question I always ask experienced candidates. I pretty much know in the first few minutes of the response whether this person is a high caliber player or just a run of the mill salesperson.

I know this is not going to be a good hire if I hear something like:

  1. ” Well, I come into the office on Monday and start making telephone calls for appointments that week and I come back into the office on Friday to do my paperwork.”
  2. ” I typically send emails asking for appointments and wait to hear back and then set my schedule based on responses.”

I am looking for the person who is setting appointments every day! These high caliber sales people are active and taking and making connections all day, every day. They are typically booked two weeks in advance and are always prospecting and cultivating. Because prospects and customers cancel all the time these high end sales people are plugging in these cancellations with new opportunities and follow ups. You’ll recognize these people because their phone is always ringing and their follow up paperwork and processing is never ending. They don’t care because they are printing money!!!

How do you penetrate companies you are after?

This question shows me how well potential candidates understand how corporations work. I often hear a response like this, “Well, I research the company online and find out what they do. I then find the key contact in marketing and try to get an appointment.” I usually follow this up by asking the candidate, “What if the marketing person won’t see you or won’t respond?” If I get, “Then I usually will call back or move on to the next target,” I know that this is probably not going to be the hire that gets my team to the next level.

I wish I had a better sounding name but I am looking for a rat. A rat finds the hole and gets in. Because corporations are large and each department has different goals, the best sales people know how to network ALL departments in order to gain entry. For instance, if a sponsorship person is looking to sell a major apparel manufacture in Dallas and can’t get any traction with the marketing department, perhaps they should focus on finding out who is responsible for HR (Human Relations) and try to sell them an employee outing or special event. Perhaps they should approach the CFO’s Executive Assistant and ask her when she is scheduling the next finance meeting for out of town employees and ask if it could be at the stadium with tickets and food and beverage (much more fun than that dim conference room at the Holiday Inn). The salesperson could approach the VP of Sales with an opportunity to meet the coach or GM in an upcoming meeting. The sales person can network their family, friends, or people they go to church with and find someone who works for that company that can give them the inner workings and key decision makers. 

The best salespeople instinctively know how to work every department within a corporation looking for a hole that will gain them access.

Close

If you can successfully answer these three questions to show that you are genuine & authentic, are constantly planning and making appointments, and can find ways to dig into even the most impenetrable companies, then you can close the interview with a career in sponsorship sales.


Cover photo courtesy of ED.