30 Minutes to President's Club | No-Nonsense Sales The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez | Ep. 314
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Jun 5, 2025 
Jordan Chavez, a three-time President’s Club member and seasoned sales leader, shares his transformative coaching techniques from his work at Actively.ai. He introduces the '5 Whys' method to unlock what truly motivates sales reps and tackle skill gaps effectively. The discussion emphasizes fostering a supportive environment through self-discovery questioning and building trust. Jordan also advocates for creating personalized Performance Development Plans and repeatedly role-playing to enhance skill sets, ensuring reps are confident and capable.
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Use Motivation Mapping
- Use motivation mapping to understand primary and secondary motivators like growth, autonomy, recognition, and money.
- Regularly reassess these motivators during hiring, onboarding, and check-ins to tailor coaching effectively.
Quarterly Development Performance Plans
- Establish Development Performance Plans (PDPs) quarterly to help reps grow skill sets, not as punitive Performance Improvement Plans (PIPs).
- Have reps self-rate core skills and set weekly focused action steps for measurable growth.
Dig Deep with 5 Whys
- Use the '5 Whys' method to uncover the root cause behind skill gaps instead of treating symptoms.
- Keep asking 'why' until you reach a fundamental issue that can be addressed to improve performance.