You’ve poured time into training, rolled out new strategies, and even sat side-by-side on calls—but the numbers still aren’t moving. You’re starting to wonder: is it them… or something deeper? Behind closed doors, you worry some just don’t want it bad enough. Others? Maybe they’ve never really learned how. What if the answer isn’t more effort—but knowing whether it’s a lack of will or skill?
Why Aren’t They Changing? You Might Be Solving the Wrong Problem.
The Story
A sales leader recently called me, frustrated. “Can people really change?” he asked. His team was stuck—and he was stuck trying to figure out why. That one question led us to a breakthrough, and it's one every leader needs to hear.
The Trap
When performance drops, leaders scramble to fix it. New training. More coaching. Bigger pressure. But often, none of it sticks. Why? Because you’re solving the wrong problem. There are only two reasons someone fails to change:
👉 A lack of will
👉 A lack of skill
One is a motivation issue. The other is a capability issue. And until you know which one you're dealing with, your leadership efforts won't land. “I haven’t thought of it in that category,” the leader admitted. Most haven’t.
The Fix
If it’s skill, that’s the easy part. Skills can be taught—but they must be reinforced with practice and accountability. Teaching alone won’t cut it. People need to do the skill, get feedback, and repeat it until it sticks.
But if it’s will? That’s where leadership gets real. You must uncover what’s blocking their drive. Is it fear of change? Disengagement? Comfort zone? Your job is to help them want to grow. That’s how transformation begins.
Challenge & CTA
Look at your team this week. Who’s lagging? Ask yourself: is it will or is it skill? Don’t treat them the same—diagnose first, then lead accordingly.