#467 - The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez
Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back.
🎙 ACTIONABLE TAKEAWAYS:
- Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change.
- Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive.
- Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps.
- Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet.
JORDAN’S PATH TO PRESIDENTS CLUB:
- Building the Enterprise GTM at Actively.ai
- 3x Club - IC & Leader @ Navan
- 8 promotions in 6 years @ Navn
RESOURCES DISCUSSED:
More description
Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back.
🎙 ACTIONABLE TAKEAWAYS:
- Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change.
- Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive.
- Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps.
- Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet.
JORDAN’S PATH TO PRESIDENTS CLUB:
- Building the Enterprise GTM at Actively.ai
- 3x Club - IC & Leader @ Navan
- 8 promotions in 6 years @ Navn
RESOURCES DISCUSSED:
2025-06-05
35 min
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