Uncovering Root Causes with the 5 Whys

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:

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