The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 5 months ago

Skill and Will: Own Your Coaching Process


Sales leaders can achieve great success when they take ownership of their talent and coaching process. Maximize your talent efforts and coach your people in a way that takes into account their skill level and motivation. This episode kicks off our three-part series on coaching the “Skill/Will” model (link to the diagram below). In this episode, John Kaplan covers how sales leaders and managers can use this model to adjust their coaching cadence and tailor it to the individuals on their sales team.

Here are some additional resources on Skill/Will:

- The Skill/Will Model Infographic [Diagram]


- The Skill/Will Model Explained [Article]


Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Jac Tossy, where you're spending mostof your time as a leader and in many instances we find that we are spendingmost of our time, dealing with level ones and twos and neglecting threes andforce, and this is a very dangerous situation for you. As a leader, you're, listening to the audible, ready,podcast, the show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps. You feel repeatable revenue growth presented by the team offorce management, a leader in bt sales affectin. This let's get started hello and welcome to the Autobar adysales podcast, I'm racial with Mat Miller, and today we are launching athree part series met for managers and leaders. John Caplin joins me today,John. This series is on coaching: We're using a model called the skill willmodel. Why was this series important...

...for you to do yeah? So some of the bestadvice I ever received in my leadership career was about having command and forthose of you who know us at force management. All of our offeringsrevolve around this concept of having command, and any leader knows that youwill only be as good as your talent, talent process needs to be owned andexecuted by the leader. So you have to have command of your talent and one ofthe ways we teach, that is by having a great management, cadence and a greatway to manage the different players on your team yeah. That management cadenceis so important and right everyone's, not equal. So you have to find a way tomanage different types of people on the team. So our concept I mentioned thetop is that skill will model it's in easy matrix to help. You address someof those common managerial issues that might arise on your team. Yeah that Imean the skill will model allows you to... your people where they are interms of sales, productivity and behavior. It breaks down their skill todo the job and their will, or you know s their motivation. So one of the mostdangerous situations that can happen on your team is when you have a talentedperson working on the team who isn't a team player until you are faced withthis situation, it's hard to comprehend the dilemma, so the skill will modelprovides an easy way for you to deal with this situation right and we're andwe're audio here. We know you guys, don't have a visual, so we're going todo our best to paint that for you right now and go ahead and link the show. NowS we linked up. You can see the visual of the diagram that we're talking about,but you got a why access that represents skill and the act access isthe will. Then you have four boxes that align with those axes and you breakyour people down in those for areas as... relates to skill and will yeah. Soyou know very rarely you're going to hear us say you know, put your peoplein a box, but for this concept it's really really important that you, youknow you as a leader that you do this and when you place a grit on this model,you can group your people into these four levels. So, let's start with levelones a difficult one, low skill low will nearly impossible to improve thissituation. Will talk about more is the series progress is level to high skill.Low, will very, very dangerous for your organization and specifically theculture of your organization level. Threes high will low skill. These arethe up and comers the future of the organization and love of force highwill high skill kind of characterized as the a player. So these four bucketsgive you the information. You need to...

...assess your people and then adapt yourleadership accordingly. Yeah, I'm sure, there's some people listening right now,who are visualizing certain people on their teams and putting them in in theskill will buckets, and I know that you've worked with a lot of leaders onthis topic. John. What is the most eye opening thing for leaders who startto use this Mondel? What do they realize? Well? The first thing I thinkyou realized is that this is a moment in time and all of our people arejourneying through life, so people are not always where they appear to be inlife. The second big takeaway is that there are things going on under yourvery nose as a leader that need to be addressed immediately. Then, there'salways the realization by the leader that they are not spending the time,the right time with the right people. So, for example, if you look at thefour box grid created by this exercise and I'll, just visually t articulate itright now right talk to ye I'll talk...

...through it, so you can look at the shownotes to get it but a level one think about a four. You know four bock greata level one lower left, quadrant level to upper left, quadrant level, threelower right, quadrant and level four upper right, quadro, okay, so check tosee where you're spending most of your time as a leader and in many instanceswe find that we are spending most of our time, dealing with level ones andtwos and neglecting threes and force, and this is a very dangerous situationfor you, as a leader, yeah you're spending time with those low willpeople on your team instead of the people that are motivated. The otherpoint we want to make John is that when you're a manager you're pulled in a lotof different directions, so you need a way to easily manage what's coming atyou and this skill will model helps you do that yeah. I think the skill willmodel is a great way to gauge. Where...

...are my people at today, and what dothey need for me to day? It will really really help you get, grounded on yourpeople quickly, yeah, and you can keep coming back to it because, as you saidJohn, it's a moment in time, Yep yeah. So this is our first episode in thisseries of three, so we kind of gave you the overview of the skill. Will modelcheck out the resources in the show notes next week we're going to breakdown your three and force. These are people who either have high skill high,will love those or low skill, but really have high, will and then theweek after that, we're going to wrap it on our discussion with our ones in tothese people who are probably draining our teams and general have some greattips on dealing with those types of people. I know you're excited aboutthose upcoming episodes. John get ready to get your face, ripped off. It's notgoing to it's not going to be an easy discussion, there's going to be a lotof great leadership. Revelations for... awesome, okay, so be sure, stickwith us for the next two weeks, and thank you for listening to this episodeof the Audible Ready Sales podcast at force, management were focused ontransforming sales organizations into elite teams, are proven methodologies,deliver programs that build company alignment and fuel repeatable revenuegrowth, give your teams the ability to execute the gross strategy at the pointof sale. Our strength is our experience. The proof is in our results. Let's getstarted visit us at force. Management Com. You've been listening to theaudible, ready podcast to not miss an episode subscribe to the show in yourfavorite podcast player until next time. I.

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