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

Episode 67 · 4 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 mostly, is runningdown that hill and meeting people at the bottom of the hill standingshoulder to shoulder with them. Looking up at the hill and saying hey, let'stalk about the journey and what's going to happen to you, when you get up tothe top of the hill, I mean it was not lost on me, you're listening to the audible, ready,podcast, the show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps you feel repeatable revenue growth presented by the team offorce management, a leader in bt sales. Effecting this, let's get started hello, I'm Rachel Capillar with theaudible, ready sales podcast. Today we are going to wrap up our series unlesschance, you basketball. I hope you got a chance to listen to our past twoepisodes with coach, mostly from East Los Angeles College Elak John Caplin,here with me today, John. That was such a great conversation you had with coach.Mostly, I tell you Rachel. This series was one of my favorites for sure what agreat leader coach, mostly is what a great story and there's so so manygolden nuggets in the series that I'm looking forward to talking to you aboutthem. Yeah, I have to say when you, when you first came to me and said: Heywe're going to interview the coach from last chance to basketball. I thought,okay, what am I going to tow? I er like that to sail, but it wasn't difficultbecause there were so many ties with what he was talking about to whatyou're saying every day, what our facilitators are saying every day andwhat the sales leaders out there are trying to do with their teams. So whatwe wanted to do today is help all of you listening make the tie from some ofthese concepts that coach mostly and you John, talked about in the interviewwe'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 meancoach Mo. has this incredible skill and...

...patience to lead his team by, like yousaid you know, meeting his players wherever they are, and this reallymeans that he doesn't try to lead them all the same way and that meetingpeople where there are where they are is something that sales man ourselvesleaders have to do with their teams, because, like coach Mosley has we havea lot of different players on our own sales teams Rachel. This really remindsus of talk about a skill, will leadership model and in the series wetalk about it with coach Mo and he quickly kind of saw that relationshipbetween level, twos and level. For So, if you haven't heard that, let me justquickly just kind of give you a little grounding on it. So skill willleadership. Model has four quadrants: it's kind of like a tick tack, Toe Gridon the x axis you have will, which is desire, behaviors attitude and on theYax, this 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 aboutit, if you think about like on the tick tack, Toe and Rachel, you can put thisin the show notes an I would mind, just a link to it, but in the upper righthand, quadrant you've got these things called level for the these players. Arethese 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 onour teams as possible and then then below those below the level for itslower right hand. Corners of is the level of three which is a low skill,but high will upper left hand. quadrant is a level too. This is a high skillperson, but somebody with low will bad attitude, bad behavior, bad motivation,and when you think about the low, I...

...don't talk a lot about level ones,which is the lower left hand. quadrant low skill low will there's not really awhole lot. I can say about that. We have other podcast that that are comingdown the pike and that series that Rachel you can you got link to yeah youcan link to later. But what I want to talk about is the amazing thing. WhileI was read listening to the podcast coach mostly has almost all these kidsare level tos and when I say that they have high skill, but they came to electbecause something happened: something happened with their with their will,their behaviors their attitude, their desires. I'm not saying these are badkids, but something funky happened and they wound up at at East, Los AngelesCommunity College Man Beast. These kids have very, very high skill and when Ithink about how difficult that is I to lead, like you have to adjust yourleadership style. But what the big thing that I thought about in thismeeting, 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 to becomes alevel to there's only one way they can get there. They had to have high skilland high will before that they had to be a level four and then somethinghappened. Something happened in their story, and coach mostly has first ofall he's dealing with that every day and nobody that we're talking totypically on our business podcast are in that environment, and I just thoughtthat his ability to get to the story, my dad used to say everybody has astory. Job and the great leaders have the ability to get to somebody's story,and then they build trust. What mostly does is, he builds trust and trust is atwo way straight. So a lot of times...

...these level tos are just looking fortheir story to be acknowledged in many cases like in Cosco, most les case, hedidn't have anything to do with those people sliding from a level for dolevel too, and so he can't really fix the past. But what he's trying to do isto meet them where they are today and there's a couple of stories in there,one that I want to give away if you haven't seen the series, but you got togo, watch the series it's incredible on Netlik, there is a probably one of themost famous level to for me and my mind, going forward the character or the wit,the real person. His name is Joe, and he really is real people. Man and youlook at his story and his story. He was the most one of the most covetedbasketball 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 wasat Penn State, but you look at how coach mostly dealt with that level to alot of people. They don't have the patients, they don't have the time theydon't have. The skill sets as leaders to deal with these level tos. I thinkmostly realized that these people, at one time, everybody's valuable andthese people at one time, were level force. They've slid the level toes now.My job is to figure out what happened and to motivate them and to reach themas an individual, and you look at the end of that series that same character,Joe, that same person, Joe, is helping him when a championship. That is atakeaway that I'm never going to forget yeah it's about what he does is hehelps them to rediscover that will right help them find the motivation,despite what's already happened, that was out of their control. That was intheir control whatever it is it's about now and it's about moving forward, andyou really see that in that series yeah, no doubt yes, so the other concept andyou've touched on this. In talking...

...about you know, meeting people wherethey're where they are, but the other concept that was a big takeaway, Ithink, is this idea of servant leadership. You see that his goal is toserve his players throughout the series, and you talked about it in theinterview. It's a great concept for us to remember, as leaders as relating ourown teams. I'd love to hear your perspective, John on Servant,leadership and how what we saw and what we heard from Isla applies to thoseleading sales teams Rachel. This was another big nugget. For me, this was sohuge for me, because this was the difference between the basketballseries and the football series. You know the last chance you started a fewyears back and it was based on you know: Football Coaches and football teams andthe football coaches were all inside out. You know it was all about them.First coach, mostly, is the exact opposite he's an outside in leader, andhe makes it all about the player first and then connect that player to theteam. 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 someleaders are listening to this and they're gone. Hey man like you, can'tlet the individual be greater than the team, but just hear me out hear me outon this. The last thing mostly thinking about is that player worshipping 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 offendanybody out there. I'm not saying that you're, not servant leaders, but it'snot a topic that you know you hear books about it and you hear, but insales and hard charging. I just really want to saw the sit with this for asecond, then I thought about all the great leaders s that I've experienced.They all had this trait. They took the...

...time to find me wherever I was andserved me by leading me to a place that I could not get to on my own andthere's an old saying. I think Brian Wall used to say it to me when we wereteased each other and kid each other. He would always say to me He'd, sayJohn: Do not confuse my kindness for weakness and I'm not trying toembarrass Bryan, but I say that now he does. He says it, but you know what Ithought about that when I was watching the series- and I would coach mostly-is not a week individual he's one of the strongest individuals I've everseen in this concept of serving someone meeting them wherever they are gettingthem to a place they couldn't get to on their own. The whole team is watchingthat in the whole team response, it's one of the most powerful lessons ofleadership I've ever witnessed, and it was in that in that last chance, Oseries, which is just an awesome nugget. We talk about being a lite and thisconcept is servant. Leadership, I mean that's an elite way of leading it'seasy to go in there and yell at your team scream at the score boar you,whatever the quarter, shaping up, tell people they need to go harder, tellpeople they need to sell more. I mean be a jerk, that's easy! It's notdifficult to go in and do that. This is where you get the more the greatervalue and it's more difficult. I think you're right. I think you're pit, notsomething it's hard. This concept of servant leadership, meeting peoplewhere they are it takes effort. It's really hard, as I was doing the podcastwith coach Mo. I was thinking about how many people are probably listening tothis. That spend a lot of time talking about their program and making theirprogram elite, and I have a lot of respect to that. I think about likeAlabama and and great great companies...

...out there. They work hard to make thatcompany elite and because the company is elite because the products andservices early you should want to join us. You should want to come to US- andI thought about like coach, mostly like he's building this elite program and hedoes have an LEA program. So if you go to East Los Angeles, Community Collegeyou're probably going to win a championship, but he doesn't make itabout that. He makes it about the individual and the individual beingelate. So there's a slight difference there. So many of us focused onbuilding our processes, building our programs and therefore we build thisbig institution on the hill, and we point to that big institution and sayyou should want to join this to be elite. Well, Co. I think about coach,mostly, is running down that hill and meeting people at the bottom of thehill standing shoulder to shoulder with them. Looking up at the hill and sayinghey, let's talk about the journey and what's going to happen to you when youget up to the top of the hill, I mean it was not lost on me. That is muchharder, much much harder to meet those individuals wherever they are and helpthem up that hill really powerful yeah. We have leaders reachin out to us allthe time about their teams and they might not be getting the performancethat they want from the teams and and they're looking to bring in you knowour sales methodology, obviously to help rally the troops for lack of abetter term and all that's all that works right. We're very passionateabout how that works, but also the other magic sauce to this is is how youare 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 yourleadership style and are there some things that you can new once to helpget the most out of your individual players? Yeah? It really is. You know,I think people forget as they go...

...through their careers. They forgetabout. What's made them great, probably, and at some point you probably werebuilding great relationships with people. You know before you were withgreat teams. You were making about individual, so these concepts are notforeign to anybody. Listening here it's about rounding out your skills andcapabilities to be the best leader that you can possibly be yes, so, okay. So let's shift to thisfinal concept that I wanted to bring up was this concept of rules. I think italso may have to do with compliance all the compliance things we put in for oursales 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 net flix right when I heardhim 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 also led thisway when he said that rules without relationships- equal rebellion. Thatwas an incredibly powerful take away from me because he actually said ruleswithout relationships equals resistance or rebellion either. One I see so manyleaders to day 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'vedone this before do this or this bad consequence will happen. The bestleaders that I see to day and the best leaders that I can remember the oneswho start with the. Why and the very best that I know they know exactly thewhat and the how are easy once they nail it for the. Why and not just the.Why, for the team, but like coach mostly does is a servant leadership. IsHe takes that? Why all the way down to...

...the individual and approaches thatindividual at the wide level? So, if you're getting a lot of push back ordebate on the, what and the how of what you're asking your people to do, go back and look at the? Why it ain'tbig enough your? Why isn't big enough? Probably the what in the Howe, arealways easy with a great? Why that's so great I Johnis was such a funseries for us to produce and work on, and I know you first reached out tocoach Mosly because you watched the net flix series and you wanted to help hisprogram, and I know that you're hoping others are also inspired by hearing himon our podcast yeah. I can't imagine I can't think of any other time whereI've been inspired by Hollywood to research, somebody's email and sendthem an email and just say, hey, look. I was so inspired by how coach mostlywas leaving, who he was leading, who those individuals are what theirstories are. What they're trying to accomplish? I just want to see if Icould help and as luck would have it, I wrote an email and he wrote me backwithin like twenty four hours and then we were on the phone talking withinabout twenty four hours and I asked them. How can I help you, and so wetalked about some things and you know. Obviously, this university is not auniversity. It's a community college. It's east, Los Angeles CommunityCollege. It's a wonderful place. I've had the pleasure of speaking withPresident Dr Romont, and I was asking about hey. We have a business communitythat we do a podcast with and they're an awesome community and they lovestories like yours and and so I said, could you just make it easy for peopleto donate? For me, it's, like you, said a five hundred and c three it doesn'thave to be, but for some people that...

...are going to give larger donations andthey might have some mechanisms that they do that through and they mightrequire a five hundred one c three. They immediately connected the fivehundred and set three program. So donations can go immediately to coachmost lyse basketball program. They have another mechanism for just generaldonations if it doesn't have to be to a five one and c three for you, if you'relistening so folks, if you can find it in your heart, the number one reasonwhy we wanted to do this podcast was to help East Los Angeles Community Collegeto help coach, mostly in his basketball team. If you listen to that podcast andyou hear the stories, let's just talk about those other leaders he's coachingwith those coaches- are not on salary and hey, it's not our job to pay Pecetaaries and things like that. But in the podcast coach, mostly talks about heywe're talking about like cheese, extra cheese on burgers and extra socks forthe players, so a little can go a long way and if you can find it in yourheart, 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 net flix series please take amoment. Look in the show notes. Rachel will tell us where to go, there'sreally easy ways for you to donate, and we are hoping that we've donated herefrom force management and personally, and we're really really hoping that ourcommunity can help this community. So if you can find it in your heart, thatwould be awesome. That would be an awesome outcome of this series yeah. Itwould well said John we've linked up a landy page. It goes to the forcemanagement website, but on that landy page you'll find all the links tosupport coach most lease program. There's the link for the five hundredand C three. You have to specify men's basketball in the comments and then theother one which is best used for just some smaller donations, which thosemake a difference. I mean coach Mosley said sometimes he's buying socks forhis players just so they can have...

...enough socks for the season. So it's agreat cause to support and we're happy to bring this to you and make a littlejump to sales with the concepts right on a man he men go Husky, go huskiesand watch it last chance you on net Flix, I have to say between that andthe Salena documentary I've been sobbing in backit. Awesome put it onyour list. Man Put on your list. This is one of the best sports documentaries,but after a while, I promise you you'll, forget your watching sports yeah, it'sso true! Well, thank you for for deep briefing this with me today. To than mypleasure great series, you did a great job on it, thanks for promoting andRachel all right awesome and go huskes. Thank you on to listening at forcemanagement. We're focused on transforming sales organizations intoelite teams, are proven methodologies, deliver programs that build companyalignment and fuel repeatable revenue growth, give your teams the ability toexecute 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 anepisode subscribe to the show in your favorite podcast player until next time.I.

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