Skill vs. Will: The Dynamic Duo of SaaS Sales

Imagine your SaaS sales team as your favourite sports team. Now, picture your team without a star forward or without a star batsman (catering to both football and cricket fans here!) . That’s your sales team without the perfect balance of skill and will. Yes, you need both to score those game-winning goals and hit those sales targets – no less challenging than winning the championship!

The Power of Skill

Let’s talk about skill first.

Skill is the finely tuned technique in your sales playbook. It’s your sales reps knowing the ins and outs of your product, understanding customer pain points, and mastering the art of the pitch. Think of skill as the “know-how” that allows your salesfolks to navigate complex client conversations and tailor solutions precisely to customer needs- addressing the pain. Without skill, your sales team is like a cricket team without a reliable bowler in the death (think Jasprit Bumrah) —potentially powerful but not quite there.

Having skill alone can sometimes turn your sales efforts into a robotic routine. We’ve all encountered that salesperson who could recite product specs in their sleep but couldn’t sell water in a desert. Why? Because they lack the will.

The Will to Win

Now, let’s chat about will.

Will is the fire in the belly. It’s that relentless drive to chase leads, convert prospects, and close deals. It’s the resilience to bounce back from rejection and the creativity to find new ways to engage potential clients. With will, your salesfolks are like a football team with endless stamina—relentless, persistent, and always ready for action.

However, will without skill can lead to a whole lot of enthusiasm but very few results. For my American network connections - think of a quarterback with all the energy but no strategy—exciting but not exactly productive.

The Perfect Balance

The magic happens when skill and will join forces. A skilled salesperson with the will to succeed is unstoppable. This dynamic duo ensures that your sales strategies are executed flawlessly and that your team remains motivated and engaged.

So, my learning over the last couple of years: it’s not just about finding the best talent or the most motivated individuals. It’s about creating an environment where skill and will can thrive together. When you get it right, your sales team won’t just meet their targets—they’ll obliterate them.

Here’s to balancing skill and will, and to achieving sales success that’s truly championship-worthy!