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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Around the Room: Danielle Had a Pickle Mishap!