Free Lesson
Stop Coaching Everyone the Same Way — The Skill/Will Matrix
45 min
Aug 18, 2026 11:00 AM
What you'll learn
Diagnose Skill Gaps vs. Will Gaps
Diagnose whether a rep's gap is skill or will — a two-minute framework instead of a gut call.
Score a Real Rep, Live
Score one real rep on your own team, live in the session, using the same method taught in Wk 2 of the full NSM program.
Know How to Support Every Rep Type
Know exactly how to support each of the four rep types — what to do differently, starting tomorrow
Why this topic matters
Most managers run one playbook for every rep — more pressure, more check-ins, whether it helps or not. A rep missing quota from a skill gap needs coaching. One with the skill but not using it needs something else entirely. Treating both the same way tells a capable person you don't see what's really going on. The Skill/Will Matrix shows you, in two minutes, which conversation you're actually in.
