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

Episode 67 · 7 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 runningdown that hill and meeting people at the bottom of the hill, standing shoulderthe 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 getup to the top of the hill. I mean, it was not loston me. You are listening to the audible ready podcast, the show thathelps you and your team's sell more faster. Will feat your sales leader sharing theirbest insights on how to create a sales engine that helps you fuel repeatablerevenue growth, presented by the team at force management, a leader in BTBsales effectiveness. Let's get started. Hello, I'm Rachel clup Miller with the audibleready sales podcast. Today we are going to wrap up our series.UN last chance you basketball. I hope you got a chance to listen toour 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 youhad with coach Mosley. I tell you, Rachel, this series wasone 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 seriesthat looking forward to talking to you about them. Yeah, I haveto 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 talkingabout to what you're saying every day, what our facilitators are saying every dayand 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 atie from some of these concepts that coach mostly and you, John, talkedabout in the interview. We're going to run through those today. So thefirst was the big one for me. The big takeaway I had was meetingpeople where they are. Yeah, I...

...mean coach Mo has this incredible skilland 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 tryto 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 theirteams because, like coach Mosley has we have a lot of different players onour own sales teams. Rachel, This really reminds us of talk about askill will leadership model and in the series we talked about it with coach Moand 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 giveyou 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 axisyou have will, which is desire, behaviors, attitude, and on they axis you have skill, the performance levels and the skill level. Soyour people are somewhere on this grid every day, and when I say everyday, it means that people move throughout this grid. And so when youthink about it, if you think about like on the tick tack toe andRachel, you can put this in the show notes if you wouldn't mind justlink to it, but in the upper right hand quadrant you've got these thingscalled 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 aspossible. And then then below those, below the level four, is lowerright hand corners of is the level three, which is a low skill but highwill. Upper left hand quadrant is a level to. This is ahigh skill person, but somebody with low will, bad attitude, bad behavior, bad motivation and when you think about...

...none. Now I don't talk alot 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 seriesthat 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 Iwas read listening to the podcast, coach Mosley has almost all these kids arelevel tools. And when I say that, they have high skill but they cameto 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 CommunityCollege mean beasts. These kids have very, very high skill and when I thinkabout how difficult that is to lead like, you have to adjust yourleadership style. But what the big thing that I thought about in this meetingpeople where they are, is that every level too, had to be alevel for if you think about how we teach this to leadership teams, alevel 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 hadto be a level for and then something happened. Something happened in their storyand coach Mosley has first of all, he's dealing with that every day andnobody that we're talking to, typically on our business podcasts, are in thatenvironment and I just thought that his ability to get to the story. MyDad used to say everybody has a story, John, and the great leaders havethe ability to get to somebody's story and then they build trust. WhatMosley does is he builds trust and trust...

...is a two way street. Soa lot of times these level tools are just looking for to for their storyto 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 fourto level two, and so he can't really fix the past. But whathe's trying to do is to meet them where they are today and there's acouple of stories in there. One I don't want to give away if youhaven't seen the series, but you got to go watch the series. It'sincredible. On netflix there is a probably one of the most famous level toofor me and my mind going forward, the character or the it's the realperson. 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 stuffhappened to him. There really wasn't even in his control at first. Hehad some injuries. He was at Penn State. But you look at howcoach Mosley dealt with that level. To a lot of people they don't havethe patients, they don't have the time, they don't have the skill sets asleaders to deal with these level twos. I think Mosley realized that these peopleat one time, everybody's valuable, and these people at one time werelevel four. They've slid the level two's. Now my job is to figure outwhat 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 atakeaway that I'm never going to forget. Yeah, it's about what he doesis he helps them to to rediscover that will write, help them find themotivation despite what's already happened. That was out of their control, that wasin their control. Whatever it is, it's about now and it's about movingforward 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 otherconcept that was a big takeaway, I think, is this idea ofservant leadership. You see that his goal is to serve his players throughout theseries and you talked about it in the interview. It's a great concept forus to remember as leaders, as were leading our own teams. I'd loveto hear your perspective, John, on servant leadership and how what we sawand what we heard from Mosley applies to those leading sales teams. Rachel,This was another their big nuggets. For me, this was so huge forme 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 wasbased around, you know, football coaches and football teams, and the footballcoaches 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 hemakes 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 leadersare 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. Hearme out on this. The last thing Mostley's thinking about is that playerworshiping him. That's the last thing he's thinking about. I really sat withthis concept, you know, of a servant leader, wondering if it youknow, how it would come off. Would it come off soft to ouraudience? And please, I don't want to offend anybody out there. I'mnot saying that you're not servant leaders, but it's not a topic that youknow. You hear books about it and you hear but in sales and hardcharging. 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 hadthis trait. They took the time to...

...find me wherever I was and servedme by leading me to a place that I could not get to on myown. And there's an old saying. I think Brian Walls used to sayit to me when we were tease each other and kid each other. Hewould always say to me. He'd say, John, do not confuse my kindnessfor weakness. And I'm not trying to embarrass Brian but say that thathe does. He says it. But you know what I thought about thatwhen I was watching the series, and I would coach mostly it is nota week individual. He's one of the strongest individuals I've ever seen. Andthis concept of serving someone, meeting them wherever they are, getting them toa place they couldn't get to on their own. The whole team is watchingthat and the whole team responds. It's one of the most powerful lessons ofleadership 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 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 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'seasy. 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. Ittakes effort. It's really hard. As I was doing the podcast withcoach Mo, I was thinking about how many people are probably listening to thisthat 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 Alabamaand and great, great companies out there.

They work hard to make that companyelite 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 eliteprogram and he does have an elite program. So if you go to East LosAngeles Community College, you're probably going to win a championship. But hedoesn't make it about that. He makes it about the individual and the individualbeing elite. So there's a slight difference there. So many of us focuson building our processes, building our programs, and therefore we build this big institutionon the hill and we point to that big institution and say you shouldwant to join this to be elite. Well, I think about coach Mosleyis 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 whenyou get up to the top of the hill. I mean it was notlost on me that is much harder, much, much harder to meet thoseindividuals 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 andthey might not be getting the performance that they want from the teams and andthey're looking to bring in, you know, our sales methodology, obviously to helprally the troops, for lack of a better term, and all that'sall that works right. We're very passionate about how that works. But alsothe 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 youare leading the teams. What is your leadership style and are there's some thingsthat 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 gothrough 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 theseconcepts are not foreign 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 this final concept that I wanted tobring up was this concept of rules. I think it also made have todo 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 actuallytook out a piece of paper stopped my Netflix right when I heard himsay 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 ledthis way. When he said that rules without relationships equal rebellion, thatwas an incredibly powerful takeaway from me, because he actually said rules without relationshipsequals resistance or rebellion either one. I see so many leaders today bleeding throughcompliance and it's just it, just, man. It just really gives mea 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 Isee today and the best leaders that I can remember the ones who start withthe why, and the very best that I know they know exactly the whatand the how are easy once they nail it for the why and not justthe why for the team. But, like coach Mosley does this a servantleadership is he takes that why all the...

...way down to the individual and approachesthat individual at the why level. So if you're getting a lot of pushbackor 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 whyisn't big enough. Probably the what and the how are always easy witha great why. That's so great. I genesis is such a fun seriesfor us to produce and work on in a new you first reach out tocoach Mosley because you watch the Netflix series and you wanted to help his programand I know that you're hoping others are also inspired by carrying him on ourpodcast. Yeah, I can't imagine. I can't think of any other timewhere I've been inspired by Hollywood to research somebody's email and send them an emailand just say hey, look, I was so inspired by how coach Mosleywas leading, who he was leading, who those individuals are, what theirstories are, what they're trying to accomplish. I just wanted to see if Icould help and it's luck would have it. I wrote an email andhe wrote me back with them like twenty four hours and then we were onthe phone talking with the about twenty four hours and I asked them, howcan I help you? And so we talked about some things. And youknow, 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 hadthe 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 awesomecommunity and they love stories like yours and and so I said, could youjust make it easy for people to donate? For me it's like, is ita five hundred, one c three? It doesn't have to be. Butfor some people that are going to...

...give larger donations and they might havesome 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 programso donations can go immediately to coach Mosty's basketball program they have another mechanism forjust 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 itin your heart, the number one reason why we wanted to do thispodcast was to help East Los Angeles Community College, to help coach Modsley inhis 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 arenot on salary and hey, it's not our job to pay peace bill salariesand 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 theplayers. So a little can go a long way. And if you canfind it in your heart, if it if it motivates you, or ifyou 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 theshow notes. Rachelll tell us where to go. There's really easy waysfor you to donate and we are hoping that. We've donated here from forcemanagement and personally, and we're really, really hoping that our community can helpthis community. So if you can find it in your heart, that wouldbe awesome. That would be an awesome outcome of this series. Yeah,it would well said, John. We've linked up a landing page. Itgoes to the force management website, but on that landing page you will findall the links to support coach Mostli's program there's the link for the five hundredand 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 donationswhich those make a difference. I mean coach Mosley said sometimes he's buying boxfor his players just so they can have...

...enough socks for the season. Soit's a great cause to support and we're happy to bring this to you andmake a little jump to sales with the concepts right. John, Ay man, Ay man, go houtskies, go huskies and watch it last chance youon 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 metoday. To John. My pleasure great series. You did a greatjob on a thanks for promoting and Rachel all right, awesome, and gohuskies. Thank you all of you for listening. At force management, we'refocused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that buildcompany alignment and fuel repeatable revenue growth. Give your teams the ability to executethe gross strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US atforce MANAGEMENTCOM. You've been listening to the audible ready podcast. To not missan episode, subscribe to the show in your favorite podcast player. Until nexttime,.

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