Performance Gap Assessment tool

Score any rep on two axes — capability and motivation — using the same quick-scan questions Andrew uses before every 1:1. No lengthy assessment, no guesswork about "is this a training issue or an attitude issue." Ten minutes, one honest look, one clear placement on the matrix.

Four quadrants, four completely different problems — and most managers coach all of them the same way. This block shows you what each quadrant actually means, why a "high skill, low will" rep needs the opposite approach from a "low skill, high will" rep, and why misreading the gap is the single biggest reason coaching conversations go nowhere.

Diagnosis without a next step is just a label. This block hands you the specific move for each quadrant — when to train, when to coach, when to have a direct standards conversation, and when the honest answer is that this isn't the right seat for this person. Walk out of your next 1:1 with a plan, not a feeling.