30 Minutes to President's Club | No-Nonsense Sales The Real Reason Reps Miss Quota | Bite Sized Tactics
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Jun 4, 2025 Discover why some sales reps struggle with quotas as experts unveil the '5 Whys' coaching technique. This method dives deep to identify underlying issues such as confidence, preparation, and discovery skills. Learn how a supportive environment fosters open conversations, allowing reps to express challenges and collaboratively seek solutions. The focus shifts from quick fixes to genuine root causes, transforming not just individual performance but the entire sales approach.
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Use 5 Whys to Find Root Cause
- Use the "5 Whys" framework to dive deeper into sales performance problems instead of fixing surface issues.
- Keep asking why to uncover the root cause, like lack of confidence or poor preparation, for actionable coaching.
Roleplay Uncovers Discounting Cause
- Jordan role-played with Mark to explore why Mark discounts too much in sales.
- They uncovered it was due to failing to create enough value and misidentifying the right buyer pains.
Self-Diagnosis Boosts Insight
- The roleplay led Mark to self-diagnose by digging deep into his behaviors and reasoning.
- This method helps reps develop insight rather than just receiving top-down critiques.