The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode 67 · 11 months ago

Netflix’s Last Chance U Part 3: Lessons Learned for Sales Leaders

ABOUT THIS EPISODE

In this episode, we wrap up our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. John Kaplan pulls out some of the top takeaways for sales leaders — and how they can use some of these coaching techniques to create value for their sales team. If you haven’t listened to parts 1 and 2, tune into those first, then come back here.

More on the conversation and how to support the ELAC’s Men’s Basketball Program:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

I think about coach Mosley is running down that hill and meeting people at the bottom of the hill, standing shoulder the shoulder with them, looking up at the hill and saying, Hey, let's talk about the journey and what's going to happen to you when you get up to the top of the hill. I mean, it was not lost on me. You are listening to the audible ready podcast, the show that helps you and your team's sell more faster. Will feat your sales leader sharing their best insights on how to create a sales engine that helps you fuel repeatable revenue growth, presented by the team at force management, a leader in BTB sales effectiveness. Let's get started. Hello, I'm Rachel clup Miller with the audible ready sales podcast. Today we are going to wrap up our series. UN last chance you basketball. I hope you got a chance to listen to our past two episodes with coach Mosley from East Los Angeles College, Elac. John Kaplin here with me today. John, that was such a great conversation you had with coach Mosley. I tell you, Rachel, this series was one of my favorites. For sure, what a great leader coach Mosley is. What a great story and there's so, so many golden nuggets in this series that looking forward to talking to you about them. Yeah, I have to say when you when you first came to me and said, hey, we're going to interview the coach from last chance, you basketball, I've thought, okay, what am I going to tell my like that to sale, but it wasn't difficult because there were so many ties would what he was talking about to what you're saying every day, what our facilitators are saying every day and what the sales leaders out there are trying to do with their teams. So what we wanted to do today is help all of you listening make a tie from some of these concepts that coach mostly and you, John, talked about in the interview. We're going to run through those today. So the first was the big one for me. The big takeaway I had was meeting people where they are. Yeah, I...

...mean coach Mo has this incredible skill and patience to lead his team by, like you said, you know, meeting his players wherever they are, and this really means that he doesn't try to lead them all the same way and that meeting people where there are, where they are something that salesman, our sales leaders have to do with their teams because, like coach Mosley has we have a lot of different players on our own sales teams. Rachel, This really reminds us of talk about a skill will leadership model and in the series we talked about it with coach Mo and he quickly kind of saw that relationship between level two some level four. So if you haven't heard that, let me just quickly just kind of give you a little grounding on it. So skill will leadership model has four quadrants. It's kind of like a a TAC toe grid. On the x axis you have will, which is desire, behaviors, attitude, and on the y axis you have skill, the performance levels and the skill level. So your people are somewhere on this grid every day, and when I say every day, it means that people move throughout this grid. And so when you think about it, if you think about like on the tick tack toe and Rachel, you can put this in the show notes if you wouldn't mind just link to it, but in the upper right hand quadrant you've got these things called level forwards. These players are these people on your team called level fours, which are high skill, high will, and I mean we love these people, we want to have as many of these people on our teams as possible. And then then below those, below the level four, is lower right hand corners of is the level three, which is a low skill but high will. Upper left hand quadrant is a level to. This is a high skill person, but somebody with low will, bad attitude, bad behavior, bad motivation and when you think about...

...none. Now I don't talk a lot about level ones, which is the lower left hand quadrant, low skill, low will. There's not really a whole lot I can say about that. We have other podcasts that that are coming down the pike in that series that Rachel you can you can link to. Yeah, you can link to later. But what I want to talk about is the amazing thing while I was read listening to the podcast, coach Mosley has almost all these kids are level tools. And when I say that, they have high skill but they came to elact because something happened, something happened with their with their will, their behaviors, their attitude, their desires. I'm not saying these are bad kids, but something funky happened and they wound up at East Los Angeles Community College mean beasts. These kids have very, very high skill and when I think about how difficult that is to lead like, you have to adjust your leadership style. But what the big thing that I thought about in this meeting people where they are, is that every level too, had to be a level for if you think about how we teach this to leadership teams, a level too becomes a level too. There's only one way they can get there. They had to have high skill and hi will. Before that they had to be a level for and then something happened. Something happened in their story and coach Mosley has first of all, he's dealing with that every day and nobody that we're talking to, typically on our business podcasts, are in that environment and I just thought that his ability to get to the story. My Dad used to say everybody has a story, John, and the great leaders have the ability to get to somebody's story and then they build trust. What Mosley does is he builds trust and trust...

...is a two way street. So a lot of times these level tools are just looking for to for their story to be acknowledged. In many cases, like can coach, coach Mosley's case. He didn't have anything to do with those people sliding from a level four to level two, and so he can't really fix the past. But what he's trying to do is to meet them where they are today and there's a couple of stories in there. One I don't want to give away if you haven't seen the series, but you got to go watch the series. It's incredible. On netflix there is a probably one of the most famous level too for me and my mind going forward, the character or the it's the real person. His name is Joe and he's a real people's, real people man, and you look at his story and his story he was the most, one of the most coveted basketball players coming out of high school and then stuff happened to him. There really wasn't even in his control at first. He had some injuries. He was at Penn State. But you look at how coach Mosley dealt with that level. To a lot of people they don't have the patients, they don't have the time, they don't have the skill sets as leaders to deal with these level twos. I think Mosley realized that these people at one time, everybody's valuable, and these people at one time were level four. They've slid the level two's. Now my job is to figure out what happened in the motivate them and to reach them as an individual. And you look at the end of that series, that's same character Joe, that same person, Joe is helping him win a championship. That is a takeaway that I'm never going to forget. Yeah, it's about what he does is he helps them to to rediscover that will write, help them find the motivation despite what's already happened. That was out of their control, that was in their control. Whatever it is, it's about now and it's about moving forward and you really see that in that series. Yeah, no doubt. Yeah. So the other concept, and...

...you've touched on this in talking about, you know, meeting people where they're, where they are. But the other concept that was a big takeaway, I think, is this idea of servant leadership. You see that his goal is to serve his players throughout the series and you talked about it in the interview. It's a great concept for us to remember as leaders, as were leading our own teams. I'd love to hear your perspective, John, on servant leadership and how what we saw and what we heard from Mosley applies to those leading sales teams. Rachel, This was another their big nuggets. For me, this was so huge for me because this was the difference between the basketball series and the football series. You know, the last chance you started a few years back and it was based around, you know, football coaches and football teams, and the football coaches were all inside out, you know, it was all about them first. Coach Mosley is the exact opposite. He's an outside in leader and he makes it all about the player first and then connects that player to the team. So a lot of times when you hear people talk about servant leadership, you hear people talking about meeting people where they are. I know some leaders are listening to this and they're gone, Hey, man, like you can't let the individual be greater than the team. But just hear me out. Hear me out on this. The last thing Mostley's thinking about is that player worshiping him. That's the last thing he's thinking about. I really sat with this concept, you know, of a servant leader, wondering if it you know, how it would come off. Would it come off soft to our audience? And please, I don't want to offend anybody out there. I'm not saying that you're not servant leaders, but it's not a topic that you know. You hear books about it and you hear but in sales and hard charging. I just really want US solve the sit with this first second. Then I thought about all the great leaders that I've experienced. They all had this trait. They took the time to...

...find me wherever I was and served me by leading me to a place that I could not get to on my own. And there's an old saying. I think Brian Walls used to say it to me when we were tease each other and kid each other. He would always say to me. He'd say, John, do not confuse my kindness for weakness. And I'm not trying to embarrass Brian but say that that he does. He says it. But you know what I thought about that when I was watching the series, and I would coach mostly it is not a week individual. He's one of the strongest individuals I've ever seen. And this concept of serving someone, meeting them wherever they are, getting them to a place they couldn't get to on their own. The whole team is watching that and the whole team responds. It's one of the most powerful lessons of leadership I've ever witnessed and it was in that in that last chance you series, which is just an awesome nugget, we talked about being elite and this concept is servant leadership. I mean that's an elite way of leading. It's easy to go in there and yell at your team, scream at the scoreboard, your whatever the quarter shaping up, tell people they need to go harder, tell people they need to sell more. I mean be a jerk. That's easy. See, it's not difficult to go in and do that. This is where you get the more the greater value, and it's more difficult. Well, I think you're right. I think you're hitting on something. It's hard, this concept of servant leadership, meeting people where they are. It takes effort. It's really hard. As I was doing the podcast with coach Mo, I was thinking about how many people are probably listening to this that spend a lot of time talking about their program and making their program elite, and I have a lot of respect that. I think about like Alabama and and great, great companies out there.

They work hard to make that company elite and because the company is elite, because the products and services are early, you should want to join us, you should want to come to us. And I thought about like coach Mosley, like he's building this elite program and he does have an elite program. So if you go to East Los Angeles Community College, you're probably going to win a championship. But he doesn't make it about that. He makes it about the individual and the individual being elite. So there's a slight difference there. So many of us focus on building our processes, building our programs, and therefore we build this big institution on the hill and we point to that big institution and say you should want to join this to be elite. Well, I think about coach Mosley is running down that hill and meeting people at the bottom of the hill, standing shoulder to shoulder with them, looking up at the hill and saying, Hey, let's talk about the journey and what's going to happen to you when you get up to the top of the hill. I mean it was not lost on me that is much harder, much, much harder to meet those individuals wherever they are and help them up that hill. Really Powerful. Yeah, we have leaders reaching out to us all the time about their teams and they might not be getting the performance that they want from the teams and and they're looking to bring in, you know, our sales methodology, obviously to help rally the troops, for lack of a better term, and all that's all that works right. We're very passionate about how that works. But also the other magic sauce to this is is how you are leading your team. So that's a great challenge for everybody listening out there to think about how you are leading the teams. What is your leadership style and are there's some things that you can nuance to help get the most out of your individual players? Yeah, it really is. You know, I think people forget as they go through their careers. They forget about...

...what's made them great. Probably, and at some point you probably were building great relationships with people you know, before you were with great teams. You were making about individuals. So these concepts are not foreign to anybody listening here. It's about rounding out your skills and capabilities to be the best leader that you can possibly be. Yes, so, okay. So let's shift to this final concept that I wanted to bring up was this concept of rules. I think it also made have to do with compliance, all the compliance things we put in for our sales teams, but mostly, says in this series and our and in our podcast, rules without relationships equals rebellion. That's really, really a powerful concept. I actually took out a piece of paper stopped my Netflix right when I heard him say that because that hit me so powerfully. I've been a part of that. I've been a part of that before. I've experienced it and I've ASS led this way. When he said that rules without relationships equal rebellion, that was an incredibly powerful takeaway from me, because he actually said rules without relationships equals resistance or rebellion either one. I see so many leaders today bleeding through compliance and it's just it, just, man. It just really gives me a lot of spirit to talk to you about this because I've done this before. Do this or this bad consequence will happen. The best leaders that I see today and the best leaders that I can remember the ones who start with the why, and the very best that I know they know exactly the what and the how are easy once they nail it for the why and not just the why for the team. But, like coach Mosley does this a servant leadership is he takes that why all the...

...way down to the individual and approaches that individual at the why level. So if you're getting a lot of pushback or debate the what and the how of what you're asking your people to do, go back and look at the why. It ain't big enough. Your why isn't big enough. Probably the what and the how are always easy with a great why. That's so great. I genesis is such a fun series for us to produce and work on in a new you first reach out to coach Mosley because you watch the Netflix series and you wanted to help his program and I know that you're hoping others are also inspired by carrying him on our podcast. Yeah, I can't imagine. I can't think of any other time where I've been inspired by Hollywood to research somebody's email and send them an email and just say hey, look, I was so inspired by how coach Mosley was leading, who he was leading, who those individuals are, what their stories are, what they're trying to accomplish. I just wanted to see if I could help and it's luck would have it. I wrote an email and he wrote me back with them like twenty four hours and then we were on the phone talking with the about twenty four hours and I asked them, how can I help you? And so we talked about some things. And you know, obviously this university, it's not a university, it's a community college. It's East Los Angeles Community College. It's a wonderful place. I've had the pleasure of speaking with President Dr Raman and I was asking about hey, we have a business community that we do a podcast with and they're an awesome community and they love stories like yours and and so I said, could you just make it easy for people to donate? For me it's like, is it a five hundred, one c three? It doesn't have to be. But for some people that are going to...

...give larger donations and they might have some mechanisms that they do that through and they might require a five hundred, one c three, they immediately connected the five hundred and one c three program so donations can go immediately to coach Mosty's basketball program they have another mechanism for just general donations, if it doesn't have to be to a one C three. For you if you're listening. So, folks, if you can find it in your heart, the number one reason why we wanted to do this podcast was to help East Los Angeles Community College, to help coach Modsley in his basketball team. If you listen to that podcast and you hear the stories, let's just talk about those other leaders he's coaching with. Those coaches are not on salary and hey, it's not our job to pay peace bill salaries and things like that. But in the podcast coach mostly talks about hey, we're talking about like cheese, extra cheese on burgers and extra socks for the players. So a little can go a long way. And if you can find it in your heart, if it if it motivates you, or if you got some spirit out of this podcast, if you got some spirit out of, you know, the Netflix series, please take a moment look in the show notes. Rachelll tell us where to go. There's really easy ways for you to donate and we are hoping that. We've donated here from force management and personally, and we're really, really hoping that our community can help this community. So if you can find it in your heart, that would be awesome. That would be an awesome outcome of this series. Yeah, it would well said, John. We've linked up a landing page. It goes to the force management website, but on that landing page you will find all the links to support coach Mostli's program there's the link for the five hundred and one c three. You have to specify nun's basketball in the comments, and then the other one, which is best use for just some smaller donations which those make a difference. I mean coach Mosley said sometimes he's buying box for his players just so they can have...

...enough socks for the season. So it's a great cause to support and we're happy to bring this to you and make a little jump to sales with the concepts right. John, Ay man, Ay man, go houtskies, go huskies and watch it last chance you on Netflix. I have to say, between that and the SELENA documentary, I've been sobbing, and that's awesome. Put It on your list, man, put it on your list. This is one of the best sports documentaries. But after a while, I promise you, you'll forget you're watching sports. Yeah, it's so true. Well, thank you for deep briefness with me today. To John. My pleasure great series. You did a great job on a thanks for promoting and Rachel all right, awesome, and go huskies. Thank you all of you for listening. At force management, we're focused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that build company alignment and fuel repeatable revenue growth. Give your teams the ability to execute the gross strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US at force MANAGEMENTCOM. You've been listening to the audible ready podcast. To not miss an episode, subscribe to the show in your favorite podcast player. Until next time,.

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