Podcast episode
The Real Reason Reps Miss Quota | Bite Sized Tactics
30 Minutes to President's Club4 Jun 20257 min
Description
Struggling to diagnose why your sales rep isn’t converting? Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance. Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation. Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem. 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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So I'm just kind of like trying to jump ahead of the ship. Okay. Maybe tell me why you think that that is their initial reaction when you get to a pricing conversation. I'm not sure. I think, you know, they think it's probably too expensive. I mean, I think that's how they come in. Like, it's going to be expensive and I'm going to drill you down. Okay. “Why do they feel that it's expensive relative to maybe the value that you've expressed to them?” Probably because I'm not creating enough value that to justify the price. And so there's a price value mismatch. Okay. So during that value conversation, why do you think it's getting to that point? Maybe I'm not finding the right problem or articulating the solution in the right way that helps them understand, like, how much actual value there is there.