Sales Hustle is now Sales Transformation
July 28, 2022

#369 S2 Episode 238 - IT’S JUST A SHORT STORY: Tommy Short’s Story And His Road From Officiating To Coaching

#369 S2 Episode 238 - IT’S JUST A SHORT STORY: Tommy Short’s Story And His Road From Officiating To Coaching

Your greatest game is the court of life. In this latest edition of Sales Transformation, we will be stepping back from sales experts and stepping into the life of a sports professional.

Introducing Tommy Short, former basketball officiator turned one-on-one coach, and founder of Think Better Perform Better. Jump in as Tommy shares with Collin the early stages of his career and how it led to who he is today, only here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

Introducing Tommy Short
Officiating as the groundwork for coaching
The road from officiating to coaching
Family as inspiration to step back
Speak, review, repeat

QUOTES

How Tommy defines officiating:
“Officiating is a microcosm not only life but of sales, right, like have to make decisions.”

Tommy’s family is at the top of his standards:
“I wanted to create my own personal standard, and I wanted to create boundaries, and I came up with a list of things and family was the first thing at the top.”

Why Tommy still chooses to speak today:
“That's the reason that I still do speaking today, and it only fills about 30% of the bucket, but it still gives me that juice to prepare for the speech and the actual speech.”

Connect with Tommy and learn more about what he’s been working on!

About Tommy
About Think Better Perform Better
Think Better Perform Better Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Your greatest game is the court of life. In this latest edition of Sales Transformation, we will be stepping back from sales experts and stepping into the life of a sports professional.

Introducing Tommy Short, former basketball officiator turned one-on-one coach, and founder of Think Better Perform Better. Jump in as Tommy shares with Collin the early stages of his career and how it led to who he is today, only here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Introducing Tommy Short
  • Officiating as the groundwork for coaching
  • The road from officiating to coaching
  • Family as inspiration to step back
  • Speak, review, repeat

QUOTES

How Tommy defines officiating:

“Officiating is a microcosm not only life but of sales, right, like have to make decisions.”

Tommy’s family is at the top of his standards:

“I wanted to create my own personal standard, and I wanted to create boundaries, and I came up with a list of things and family was the first thing at the top.”

Why Tommy still chooses to speak today:

“That's the reason that I still do speaking today, and it only fills about 30% of the bucket, but it still gives me that juice to prepare for the speech and the actual speech.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] The greatest game you'll ever play is the court of life. And in this latest edition of sales transformation, we will be stepping back from sales experts and instead stepping to the life of a sports professional. Introducing Tommy short, a former basketball officiator, and now the founder of think better, perform better.

[00:00:49] Let's jump in as Tommy shares Colin, the early stages of his career and how it led to who he is today. Only here in the latest episode of sales transformation. All right. Welcome to another episode of sales transformation. Very excited today to have. Tommy short on the show. Tommy's a former basketball official who spent 10 plus years officiating, NCAA men's division one, and working with us men's Olympic team, uh, in the high pressure environment on the basketball court, he developed a strong mindset to handle adversity and setbacks.

[00:01:26] Tommy, welcome to the show. Thanks for having me calling excited to, to dive in. Yeah, man, give us a little bit of your background. Like, you know, uh, before we kind of get into the stuff that you, you know, work with people on and stuff like that, but, you know, how did you get into officiating? Um, you know, Give us the, the, the, the short version of the timing.

[00:01:46] Short story. No, no pun intended. Right? Haven't heard that one before. uh, well, let's, let's go back to sixth grade with the, with the short story of this hothead in, in basketball, um, led the league in technicals. I can put that on my, uh, resume life resume, but I always appreciated the referees, um, that came over and talked to me.

[00:02:06] Right. I. Always agree with what they said, but I was like, that's really cool. I saw the future and the writing on the wall, if you will. I, I knew, you know, playing in college or the NBA was never gonna be a, uh, realized dream. And so I was like, Hey, fishing would be pretty cool. Like anything else started at the bottom didn't know what I was doing, uh, was really confused but quickly, um, Worked my way up the ladder got into high school, small college division one.

[00:02:31] And then, um, I was fortunate as I look back that my lifelong dream did not come true, although at the time at 26, um, that was a heartbreaker of not getting, um, into the NBA. But as I look back on, on my journey, um, as you mentioned working division one and, and with the men's Olympic team and traveling overseas, not realizing my ultimate.

[00:02:54] Keystone goal of, of life has led me to where I am today. And if you would asked me three years ago, I wouldn't have seen it that way, but, um, a lot of self-awareness and, and retrospective and, and having those conversations with myself, everything happened for a reason and where I am today has set me up for everything that I did on the court.

[00:03:12] Yeah. Yeah. Curious, do you mind if we dig into that a little bit, you know, kind of hoping to make it to the NBA and not, and you kind of made mention, um, you know, if, if, if, if we'd asked you that question three years ago, you would've had a very different answer. Do you wanna yeah. Elaborate on that a little bit.

[00:03:27] Yeah, sure. So, um, for those of the listeners out there, um, understanding different walks of life and background, um, all within kind of the sales community though, but officiating. A microcosm, not of only life, but of, of sales, right? Like have to make decis decisive actions have to be able to have really tough conversations, have to take a, a chaotic environment, whether it's on a phone call or a, a face to face meeting and be able to diffuse the situation and bring a little calm to the situation.

[00:03:56] Um, I often joke it was like getting a PhD in human development, like human behavior. Yeah. Cause there was all these, I had to be a great teammate. Right. I often tell, tell people, uh, when I speak what regardless. The sales team or leadership team or company I'm speaking to, Hey, I might not know, um, how to sell financial products.

[00:04:12] I might not know how to sell tech products. I might not know how a construction company works day to day, but you know, the world I come from, I had to be really good for 38 minutes and, and be perfect for the last two, because if I wasn't, it was gonna be on sports center. And I had to understand, I had.

[00:04:27] Understand what it meant to perform under pressure and have two other referees who are my teammates count on me. And if I'm not pulling my weight, I'm letting my team down. Right. So all of that in a vacuum, um, in my experience, that's what allows me to not only speak to teams today, but then as I look back on it, officiating was really the training ground for me is in what I do now.

[00:04:46] And in, in executive 1 0 1. Yeah. And what, uh, what made you go down this path? Like what made you, you know, kind of have sort of the, uh, realization or self-awareness that, you know, Hey, all of these skills that I learned officiating, um, can be applicable into the business world. Yeah. So. Maybe if I even take a step back when I finally decided to step off the court.

[00:05:11] So I don't, I don't referee, uh, anymore. I was fortunate. I don't know if it was my parents upbringing. I'll give them credit. Cause I'm not really sure where this developed, but. Several years back, uh, before I stepped off the court developed a personal standard for myself, just sat down through self-absorption and knowledge.

[00:05:29] And I've always had a coach, uh, throughout my professional life, um, and realized I wanted to create my own personal standard and I wanted to create boundaries. And I came up with a list of things and, you know, family was the, the first thing at the top. And so as I was going through my, uh, Basketball journey.

[00:05:45] Why I got into it was not the same reason, you know, 26 and single traveling all over the world and getting paid to do it is pretty cool. You know, you're 35 and you start having kids a as, you know, your priorities, change your standards, but. I often use the analogy. I don't need to be in a car crash to know, to wear my seatbelt.

[00:06:02] So I didn't need to have a marriage fall apart. I didn't need to have my kids not know who their dad was. I, I recently heard a quote that I, I, I just love didn't like him at the time on the court, but buzz Williams. Who's the coach at Texas a and M he was on a podcast and he said, I wanna be famous at home.

[00:06:17] And that really like hit me. The reason why I got into it was not the reason why I was doing it at the end. And that's when I was like what I was saying and what I was doing. Weren't aligned. And I think a lot of times that happens in sales too. Like we say, we wanna do this and we're doing this, but what we're actually doing don't align.

[00:06:35] And so I think that's where there starts to be a little disruption internally. Um, and so that for me was the sign of like, okay, this has been a great run. I didn't realize it at the time. But all of what I learned on the court set me up for where I am. Yeah. Was it, was it tough to give it up? Oh, hell yeah, it still is.

[00:06:53] Right. I, I, I often joke the, the reason I speak to this day and it only feel fills, uh, about 30% of my bucket. It's the closest thing to performing, um, being on the basketball court. Right? Cause I, I work with a team now. Records, all my speeches to help with marketing and all that sort of stuff. But I, I go back and I watch every speech, right?

[00:07:15] Like it gives me a chance to be in environment, whether it's a group of 150 or couple hundred people or 10 people, I still get jazzed up. It doesn't matter. Right. Like, and that's no different if I'm in a big 12 game at Texas or West Virginia or, uh, OVC game, Ohio valley conference game at Eastern Illinois, like it's still a performance and someone out there, you never know who's watching.

[00:07:35] And so for me, That's the reason that I still do speaking today and it only fills about, like I said, 30% of the bucket. Yeah. Um, but it still gives me that juice and to, to prepare for the speech and the actual speech and then to go back and okay, how can I get better? What, what did I do? Well, what can I do better?

[00:07:51] And, and how am I gonna do it? So that's, I still take all the things I did often on the court. And. And use them in what I do today as a coach and a and a speaker. Yeah, man. Um, and, and I mean, I think that it's, you know, interesting that you said you review your, your, your speaker, you know, um, footage. Right.

[00:08:11] And I'm sure when you're on the court, you're reviewing games, I'd imagine. Um, and in sales, you know, people are supposed to. Supposed to review, you know, their demos, discoveries, cold calls, you name it. Right. So, um, I just find it interesting that you still do that even with, you know, speaking and stuff like that.

[00:08:34] Thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast. And we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.