How the San Antonio Spurs Grow Good People

How the San Antonio Spurs Grow Good People
by Laural Logan-Fain – April 2016

Defining Culture

Culture is defined as the customs, rituals, and values shared with the members of an organization. You can see it by watching the way people interact every day. Culture is ever evolving. Culture is not something you can necessarily control; but it is something about which you can be purposeful. Management guru Peter Drucker once said, “Company cultures are like country cultures. Never try to change one. Try, instead, to work with what you’ve got.” At Spurs Sports & Entertainment, we recognize that every employee plays a part in shaping our culture. Like any worthwhile venture, it takes consistent effort with all of us working together as a team to create a culture that is reflective of our values: Integrity, Caring, Success!

Climbing the Corporate Ladder

Biologist and educator Thomas Huxley noted, “The rung of a ladder was never meant to rest upon, but only to hold a man’s foot long enough to enable him to put the other somewhat higher.”

When we hire at Spurs Sports & Entertainment, we actively seek people who are not only highly proficient in their roles, but also fit with our culture and reflect our corporate values. Many of our staff have grown up in the organization, starting out as interns or assistants, but over time have grown to become our managers, directors, and vice presidents. This is great for stability, but as with any company, our staff (especially our ever-growing Millennial population) are eager to climb the proverbial corporate ladder. However, as a relatively small organization with many long-tenured members, the ladder may seem to some more like a step stool with only a few rungs.

Changing the Conversation

Author and motivational speaker Zig Ziglar once said, “Too many people spend more time planning how to get the job than on how to become productive and successful in that job.”

Like most organizations, we are mindful of increasing employee satisfaction and decreasing turnover rates. To accomplish this, we began to shift the conversation. Instead of focusing on promotion and ladder climbing, we emphasize continual personal growth and ongoing professional development. We implemented an Individual Development Plan (IDP) and began having career discovery (or as we lovingly call them “What do I want to be when I grow up?”) conversations with staff. As part of the IDP, staff also set short- and long-term goals and identify support they need to achieve their goals. The focus is on the whole person. We still talk about career paths and promotions, but the conversation has expanded to include “How can I grow personally? How can I develop professionally?”

Develop, Grow, Lead

As author and leadership guru John Maxwell states, “Success each day should be judged by the seeds sown, not the harvest reaped.”

In an effort to assist employee development we launched our corporate university, Spurs Sports & Entertainment University (SSEU). Our SSEU tagline reads: “Growing human capital is our number one priority.” Classes are offered during work hours, are hands-on, and cover a variety of topics. They are facilitated live by in-house experts to encourage the cultivation of ideas and relationships across departments. SSEU is supported at the highest level of the organization and every executive teaches a different course. Staff are invited to have breakfast with the president and discuss culture. They can learn about strategic planning, including the development of major vs. minor league sports, from an executive vice president.

We offer values based leadership courses that reinforce our corporate values and provide tools for staff to better handle conflict and work more effectively with one another. Our Leadership 101 series helps managers make the transition from being an individual contributor to an effective leader of people. Other course topics include game presentation, presentation skills, using data, creativity, writing skills, and much, much more. We also offer facilitated team building sessions for departments and cross-functional teams to help break down silos and build trust. Critical to having a successful culture is recognizing that employees are our greatest asset. Through SSEU, we continually invest in our human capital.

The Results

A year after launching the IDP and SSEU, our company culture survey reported increases in employee satisfaction. Employees identified that someone at work encourages their development (88%, up 15%); their manager takes time to talk with them about their professional goals (91%, up 10%); and they have a good understanding of their strengths and areas of improvement (82%, up 17%). Our culture continues to reflect our values of Integrity, Caring, Success, but it has evolved to include greater opportunities and support for staff to grow personally and develop professionally.

Pitch Perfect Alpha

Collaborating in Academics & Athletics: Events, Donors, and Development Professionals

Collaborating in Academics & Athletics: Events, Donors, and Development Professionals
Shane Crawford, Senior AVP of Leadership Gifts
Shane Crawford
by Bryce Killingsworth – August 2015

[dropshadowbox align=”right” effect=”lifted-both” width=”350px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]In true collaborative spirit, this article was co-authored by Bryce Killingsworth, Development Associate in the School of Arts & Sciences, & Shane Crawford, Senior AVP of Leadership Gifts at Oklahoma State University.

[/dropshadowbox]There’s a reason it’s cliche to say college athletics is the front porch of nearly every university —  it’s true, especially for the power five conferences.

Game days are a special piece to the puzzle of donor and fan engagement, but only when utilized strategically. Athletic events overflow with thousands of students, faculty, alumni (young and old), and donors who identify as fans. You would be wise to take advantage of the opportunity. After all, it’s much easier to get a key donor on campus for a game rather than a campus visit in the middle of summer. Athletic teams brand the institution locally, nationally, and for some, even globally because of consistent viewings of logos, nicknames, and media attention a university receives. It is crucial that we, on the academic side of the university, utilize these attractive events to engage prospects. For the purpose of this article, we will focus on football games, as Boone Pickens Stadium is a big draw for donors to Oklahoma State University.

Strategy

Boone Pickens Stadium Suite Level
Boone Pickens Stadium Suite Level

There must be a strategy and purpose behind every engagement opportunity with a prospect — for development professionals in both athletics and academics. But first things first. Let’s not invite our top 100 donors simply because they are top donors. We need a specific strategy in place. Why are we inviting them? Is it a step within their stewardship plan? Are we cultivating them toward their next large gift? How are we bringing them closer to the University, the Dean, or relevant faculty members? The point is: have a purpose.

Purpose. At Oklahoma State, the academic units or colleges share suite tickets with a limited number of games and tickets per game for each college. With a limited ticket supply, we rely solely on strategic moves to move the donor down the continuum. Each college may have the respective Dean present or a key faculty member to connect with the invited donors. Be specific and purposeful about the interaction in order to maximize the experience for prospective donors:

  • Has the donor been solicited within a few months of the event or are we planning to ask them soon?
  • Are there high-capacity prospects that you have not met face to face?
  • Are there donors whose relationship could be moved forward by meeting the Dean and returning to campus?
  • Has a donor recently made a major gift and you need to thank them?
  • Are there high-capacity donors who would not otherwise travel the distance to come back to campus?

Referrals. We also consider asking a key donor who is an advocate of our mission to invite a friend to the game in an effort to cultivate new relationships. Alternatively, we might ask donors with suites of their own to invite key prospects on our behalf. The objective is to use stadium and club level tickets to provide a chance for key supporters to sit with the Dean, Provost, or other key people.

You can develop other creative approaches. Let’s not get content on the money we raise, but think about the possibilities that could become reality if our strategy is meaningful. We can achieve so much more if we engage our donors, our most precious assets of the university, and strengthen those relationships.

Several Teams, Same Mission

 Collaboration between academic and athletic development officers (DOs) is a necessity to maximize donor engagement and support. The majority of top university donors financially support both academics and athletics. Take into account the collective interests of each donor. If we embrace this concept, we show donors a united team that values their interests above our own.

Are you an academic DO? Embrace the fact that many donors are passionate about sports and want to ensure their university has a competitive athletics program. The more engaged donors are with an athletic program, the more engaged they will be with the university. For many donors, their initial support to their alma mater begins by first becoming involved as a season ticket holder.

Are you an athletic DO? Embrace the fact that the majority of alumni did not attend a university simply to go to athletic events, but rather to get a degree that led to their present-day success. If the athletic department is the front porch to a university, the various academic units are the foundation for the entire house. Universities do not exist for athletic programs. They exist to further educational pursuits. Successful athletic DOs will fully embrace and understand this concept.

Strategies must be inclusive rather than exclusive to maximize donor support. Academics and athletics should embrace what the other side brings to the table. Always put donor needs in the forefront with a collaborative spirit when developing strategies and solicitation plans. Do more joint calls. Think outside the box. Create an amazing donor experience. Celebrate when one side of the house receives a major gift. Recognize each gift further connects and commits donors to the university. Our individual donor strategies should never be mutually exclusive from one another.

The collaboration concept is simple in theory. But institutions struggle to create and maintain academic-athletics partnerships. Each party must assume positive intent to communicate and ultimately to trust. Reach out to your counterparts on a consistent basis to understand needs and objectives. The more educated we are about each area the better we can provide a better experience for donors. Communication is the key pillar. Communication takes time. Commit to spending this time to develop trust that results in better collaboration. We will not reach our full potential as fundraisers without embracing the roles each of us play in advancing a donor’s relationship with the university. We have more to gain by working together and more to lose if we do not have a collaborative spirit.

Next month we’ll continue with this topic and share stories of how to put the collaboration concept into practice.

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.

 

Three Qualities Traditional Leaders Reject

Three Qualities Traditional Leaders Reject
by Dan Rockwell – March 2013

Image source by Petr Kratochvil


 

Regurgitating and recycling what you already know bores others, antiquates leadership, and destroys organizations.

 

Get out of yourself before you shrivel and die.

Growth, innovation, and future-building centers on what you don’t know and haven’t done.

Three surprising qualities of growing leaders:

#1. Receptivity

Traditional leaders are unwelcoming. Traditional leaders expect you to receive their ideas; they don’t receive yours. Power, prestige, and position thrive in unreceptive, threatening environments.

[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]

Tell-me-more leaders
go further than

I-already-know leaders.[/dropshadowbox]

Stop looking down your nose at outsiders, front line employees, and new hires. Adapt to them; don’t force them to adapt to you.

Growth lies around and outside.

#2. Withholding judgment

Traditional leaders make judgments; growing leaders withhold judgment.[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Judgment crushes baby ideas.[/dropshadowbox]

Quick minded decision makers inadvertently destroy growth. Stow what you think you know in the attic. Judgment ends growth and begins stagnation.

Keep in mind, stability requires decision making. Withhold judgment, don’t end it completely.

#3. Curiosity

Traditional leaders need to know and fear looking foolish. Curiosity celebrates what isn’t known. Courageously look foolish.[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Emptiness is opportunity.[/dropshadowbox]

The downside of curiosity:

  1. People want to know what you know as well as what you don’t.
  2. Questions feel pushy and threatening when filled with expectation.
  3. Constant curiosity spirals inward and downward.
  4. Creating options causes confusion.

Curiosity is a means not an end. Use curiosity to challenge stagnant ideas and disrupt antiquated systems.

Most importantly, curiosity unearths new goals and next steps. Curiosity builds the future. On the other hand, curiosity without progress is stagnating indulgence.

Team Discussion

What traditional leadership qualities stunt growth and innovation?

What leadership qualities inspire growth, innovation, and future-building?

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