Cav’s GM Kolby Altman wasn’t afraid to make the changes necessary to his team’s success.
The new-look Cleveland Cavaliers were failing. GM Kolby Altman had just moved mountains (see Kyrie Irving) and brought the mighty mouse Isaiah Thomas in to replace their All-Star point guard. Now, the same team that boasted The King and last season’s Eastern Conference scoring champion dropped 11 straight games on national television. The 2016 NBA World Champions and 2017 Runners up looked like the 2018 league laughing stock. So they changed. With very little time before the NBA trading deadline, The Cavs shed 40% of their team, including Altman’s new wunderkind PG, and shipped off a valuable first round pick. A day later, with just one practice under their belt, they beat the best-in-East Boston Celtics. Two days after that, they redeemed a recent trouncing and beat the Oklahoma City Thunder 120-112.
Change is terrifying, especially when it means admitting you were wrong. Change, however, is a critical element in achieving and maintaining success in the business world. Whether admitting you’re wrong in an effort to correct course, or adapting and pivoting to meet the demands of an ever-changing market, change proves itself an essential element in any successful endeavor.
Analyze the Engine
What he lacks in stature (the man is a 5’9’’ professional basketball player) Isaiah Thomas makes up in skill. The ex-Boston point guard led the Eastern Conference in scoring in 2017. Nobody can argue his talent level, but 15 games into his troubled tryst with the Cavs Thomas owned a team-last +/- (-18.5) and averaged just 15 ppg on 37% from the field. Something wasn’t working. Instead of forcing a great player into a role that clearly didn’t fit, Altman admitted his mistake and made a major move.
Such self-awareness and internal analysis makes or breaks us in the professional sales world. Whether working with a team, managing a fleet of remote field sales reps, or working on your own, it’s important to ask the tough questions that catalyze improvement. Is this the best allocation of company time and money? Are there changes that you could make (however uncomfortable) to improve sales ops? Perhaps, self-critique and analysis show you the changes necessary to improve your ability to execute as a sales professional, and making those changes could be the difference between closing a deal and missing out on the opportunity.
Don’t be Afraid of Radical Change
As the GM, Altman had to eat the heartiest helping of crow in this colossal change-up. The team he put together wasn’t working. Once he admitted his misstep and mobilized his assets to dig his way out, the team’s entire outlook changed. You cannot be afraid of radical change. Just because something traditionally works does not mean it’s the best practice for you or your business. Practices that work should never go by the wayside, but dispose with actions or systems for tradition’s sake. Don’t be afraid of change whether it’s philosophy, operations, or team dynamics. It may be the only way to generate significant improvement.
Understand your Assets
Knowing what you have and what you need is critical. Altman traded Kyrie Irving, arguably the league’s best point guard, for Isaiah Thomas, at the time one of the league’s best scorers. In trading this recent chunk of roster room, Altman had to first understand the value his assets held, even though they weren’t displaying said value in Cleveland.
When you’re analyzing your business, make sure you’re aware of all of your assets. Tangible assets, your sales force, your capital, your product, may be easy to see. Assess what you have and how it’s working. Is your company performing at its highest potential? Are you getting the best value? Intangible assets can be more difficult to decipher. Is your energy (yours and your business’) conducive to quality production? Is your team or company’s culture putting you in the best position to succeed? Find ways to tweak the tangible and intangible assets affecting your business. Never change for change’s sake, but look for the changes that improve your game, and shoot your shot.
