⚡️ Today’s level up ⚡️

Today’s edition looks at a key moment in the recent Tour de France for the EF Pro Cycling Team and lays out simple, but profound lessons around Purposeful Performance—sharing what it means at both the team and individual level.

Let’s go!

Read time: <5 minutes (+ a 11 minute video)

If you missed last week, read it ​here​.

Plan your luck

“Sometimes you beat your head against a wall long enough, the brick wall actually breaks.”– Jonathan Vaughters

I got my first “real bike” in 2017.

It was a ​Cannondale Slate​ and it set me down a path of exploring cycling on a much deeper and serious level. It was also a sport that was much more forgiving on my aging knees than my adopted sport of football (er, I mean soccer) and actually suited my introverted personality much better (long individual rides in the hills are pure joy for me).

But it also turned me on to watching and studying pro cycling, where the parallels to the sales world are uncanny:

– Individual accolades

– Team dynamics

– Pro spirit

Today, I want to share a recent win from my favorite (and the coolest) team at the most recent Tour de France – ​Education First/EasyPost​.

First, check out this video, and then I’ll meet you down below to discuss it further and break down the lessons you can take into your own performance.

Understanding the dynamics and key players

First, let’s level-set on the dynamics of pro bike racing, particularly in the Tour de France (you can skip to the next section if you’re already familiar with cycling).

The Tour de France is an annual multi-stage bike race held (primarily) in France (for instance, this year it started in Florence, Italy), lasting 21 days (with two rest days) and covering over 3,500 kilometers (~2,200 miles). It’s the most prestigious cycling race in the world (and one of the most grueling endurance events in sports).

Even though cycling is considered an individual sport, there is a huge team component. Because the tour comprises of 21 different stages, each team needs to select a balanced team, based on the riders’ capabilities and specialties.

There are generally, five types of riders:

1. General Classification (GC) Contenders: These riders aim to achieve the best overall time across all 21 stages. They are all-rounders, excelling in various terrains, including mountains and time trials.

2. Climbers: Specialized in riding up steep inclines, these riders shine in mountain stages. They often help their team leaders by setting a high pace in the mountains or by attacking to gain time on rivals.

3. Sprinters: Fast and powerful, sprinters aim to win flat stages with explosive speed in the final kilometers. They rely on their teammates to position them well for the final sprint.

4. Domestiques: These are support riders who help the team leader by fetching water, protecting them from wind, and setting pace. They sacrifice their own chances for the success of the team leader.

5. Time Trialists: Specialists in racing against the clock, they excel in individual time trial stages where each rider races alone, aiming for the best time.

Also what’s cool about the Tour de France is that each stage is it’s own race, and there are different types of competitions (with a specific jersey as the prize) for the different types of specialities:

Image: The National

1. Yellow Jersey (Maillot Jaune): Worn by the rider with the lowest overall time, the leader of the General Classification. This is the most prestigious jersey.

2. Green Jersey (Maillot Vert): Awarded to the leader of the Points Classification, typically a sprinter. Points are earned based on finishing positions in each stage and intermediate sprints.

3. Polka Dot Jersey (Maillot à Pois Rouges): Given to the best climber, the leader of the King of the Mountains (KOM) Classification. Points are awarded for reaching the summit of categorized climbs first.

4. White Jersey (Maillot Blanc): Awarded to the best young rider (under 26) in the General Classification.

5. Combativity Award (Red Number Badge): Given to the most aggressive rider, who shows exceptional effort and determination during a stage.

Each team in the Tour de France consists of eight riders with specific roles. The team’s primary goal is often to support their designated leader, typically a GC contender or a sprinter, depending on the stage and the team’s strategy.

There are various stages to keep things interesting and the riders (and fans) on the edge of their saddles:

– Flat Stages: Favor sprinters due to the relatively even terrain.

– Mountain Stages: Include significant climbs and favor climbers and GC contenders.

– Time Trials: Individual races against the clock, testing each rider’s speed and endurance.

– Rolling/Hilly Stages: Mixed terrain that can suit breakaways or strong all-rounders.

Like a solid sales team, there are both team and individual goals, along with prizes:

– Team Goals: Protecting the team leader, winning stages, and securing various jerseys.

– Individual Goals: Winning individual stages, earning points for jerseys, and gaining personal glory.

– Monetary Rewards: Stages and jerseys come with prize money, distributed among team members.

– Prestige: Winning the Tour de France or any of its jerseys brings immense prestige and can elevate a rider’s career.

Putting it all together as an example for Purposeful Performance

Now that you have a little context and understanding of how it works, let’s pull out the key lesson from this stage win and how it applies to being more purposeful with your performance in both an individual and team dynamic.

The EF team went to this tour with the mission of hunting down stage wins (vs trying to win the yellow jersey). The video above is an 11-minute masterclass in concentration, creativity, collaboration, and chance.

The video opens with the team GM, Jonathan Vaughters, ​talking about the importance of luck​ and that in the helter skelter of pro cycling (just like in sales), there are a ton of factors outside of your control. But he goes on to say, “Sometimes if you execute perfectly, once in a while, all of that works together, and you win.”

Next, I want to direct your attention to how the Team Manager, Charly Wegelius, coaches the team through the plan (from 0:59 – 3:29). Any leaders reading this, I hope you’re paying attention! There is a lot of goodness here highlighting how Charly is leading the team with ​psychological safety​ at the heart of their team culture.

There are a few key things to point out from this calm coaching session:

→ Leads with radical transparency: “Today is going to be the most complicated day of the race tactically. So you need to understand what the dynamics are so that you can read the race as it goes forward.”

→Breaks down the strategy into digestible pieces: “There’s going to be three races. There’s going to be one from kilometer 0 until kilometer 30, which is wind…plenty of it. Then, there will be a race from kilometer 30 until kilometer 115 around the green jersey (available points for the sprint competition). After that, there will be a race for the win. So we need to do those three steps right to get what we want out of the day.”

→ Engages individuals in a team dialogue: “Do you want to go for it? What are you thinking Ben?”

→ Leaves everyone feeling encouraged and hopeful: “Believe in yourselves, do what you’ve done until now, and don’t be afraid.”

Richie Carapaz went on to win the stage (the first Ecuadorian to ever win a stage in the Tour de France). Talk about a Mega Deal!

“I’m happy you know. It’s one of those things that doesn’t come from nowhere.” – Richard Carapaz

When you watch the interviews with Richie, three key things stand out:

→ Finding a deeper purpose: “You need a lot of work, a lot of effort, sacrifice. I have to leave the family many times and I always say that every effort is worth it, and it means, well, I have won a stage in the Tour de France.”

→ Shared success means shared satisfaction. “So the truth is, I’m super happy because it has been a goal that we set for ourselves with the team.” And when you hear what the staff and other riders say about his performance, you get this sense that it was a joyful experience everyone gets to celebrate in. ​Not like this​.

→ Be grateful: During the team dinner and toast, he didn’t talk about himself, he only talked about his teammates, the staff, and how grateful he was.

Remember, even though sales is treated like an individual sport, the simple fact is you need to work well with others to unlock new levels of achievement. You may not be competing for a jersey at the world’s most prestigious bike race, but you can learn a thing or two from the EF Pro Cycling Team and still win your own race with purpose, teamwork, and gratitude.

LIKE THE PRO SPORTS/SALES CROSSOVER, READ THESE:

– Who’s On Your Coaching Staff?​

– ​Focus on Recovery for Better Sales Performance​

– ​Sellers Have To Be Their Own Best Agents. Here’s How To Do It Right.

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That’s a wrap! See you next week.

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