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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