Podcast episode
The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez
30 Minutes to President's Club5 Jun 202536 min
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: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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But I think... Let's use Discovery as a good example. We're going to create a time-bound environment. So we're going to say, hey, we only are doing this for five minutes. I want them to bring a real example with me. We'll have other reps involved as well. Again, set the expectation that this is a safe place. We are going to fail over and over and over until we improve and get it right. “I will often start myself as the account executive and show them how it's done first and foremost,” have them give me feedback, give myself feedback, and then we'll let someone else go. And we'll continuously do that over and over. So what I mean by that is, again, we'll have a rep say, we're going to do Discovery for this five minutes, we're going to stop and give feedback to you, you're going to give a self-reflection, and then we're going to do it over again, and then we're going to do it over again, and then we're going to do it a third time.
take on the buyer, you're the seller, we'll role play. But if I don't have a great relationship, I'll be like, you know what, we're going to role play, but I'm going to be the seller, you're going to be the buyer, and I'll model what I want them to do. And I think that that's just like, you got to get used to just like pop and role plays on people all the time, every day. That is a cultural thing, and once it gets used to it, then you'll walk down your sales “floor and you'll see two reps doing it to themselves because it's part of the culture.” Jordan, amazing show. We have to move to the final question. We talked about a lot of good coaching habits that leaders can exhibit. What is one bad coaching habit that every leader should break so that all teams get a little bit better? Make it about themselves and not about the rep.
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