As you lead your sales team you will work with individuals who have high skill and low will as well as individuals who have high will and low skill. Consciously determining who on your team is in what box of the skill will matrix will allow you to make good decisions on what to do to inspire each person to progress. When you have a person that is in the low will/high skill box you need to respond vs. react.  When you have a person who is in the high will/low skill box you need to displace poor skill rather than replace the skill.

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