What is the skill vs. will matrix?

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Although all professions require a certain balance of skill and motivation, sales in particular relies heavily on motivation. The work that goes into generating sales – making calls, researching prospects, following up, going above and beyond to close a deal, navigating rejection – can’t be achieved without a degree of drive and ambition.

When a sales rep doesn’t have the necessary selling skills, leaders have options. They can turn to coaching or training to get the green rep up to speed. But when a rep lacks the motivation or drive to succeed, course correction becomes infinitely more difficult.

In this article, we introduce a performance management framework called the skill vs. will matrix. Then, we’re discussing why skill alone isn’t enough in sales and how you, as a sales leader, can create a more motivated sales force.

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What you’ll learn:

How to create sales motivation when skill alone isn’t cutting it
What is the skill vs. will matrix?
The skill vs. will matrix was developed by business leaders Paul Kersey and Ken Blanchard, and has become a popular tool for assessing employee performance. The goal of the matrix is to map a person’s skill (the core competencies required to do their job that can be learned, practiced, and developed) and their will (their willingness and motivation to do something), within a two by two grid.