Thom CoatsUncategorized

Most companies don’t have a lead problem.
They have a sales execution problem.

I see this every week:
Companies spend thousands generating leads…
…then hand the conversation to reps with no real sales process.
It’s like buying a Ferrari and handing the keys to a student driver.

If revenue is leaking, check these three areas first:
The Opener
Are reps earning attention—or jumping into a pitch?
Discovery
Are they uncovering real business problems—or collecting surface-level facts?
Follow-Up
Are they creating momentum—or just “checking in”?

Most sales results don’t improve because of scripts.
They improve because professionals learn how to execute core conversations consistently.

That’s the foundation behind the C|SUITE Practical Selling Framework™:


• Structured conversations
• Repeatable process
• Professional execution

 

I put together a simple Sales Skills Audit for developing reps and growing sales teams.

Winging It or Managing It?

The C|SUITE Professional Time & Focus Scorecard™

1. Email Control

Progress 2/10

Manages inbox with structure, not reactivity

Key Behaviors:

  • Checks email at scheduled times
  • Uses filters/unsubscribes
  • Avoids immediate reaction
Score:

2. Focus Protection

Progress 3/10

Maintains uninterrupted work periods

Key Behaviors:

  • Works in defined blocks
  • Completes tasks before context switching
  • Minimizes interruptions
Score:

3. Task Completion Discipline

Progress 4/10

Finishes work before starting new inputs

Key Behaviors:

  • Avoids multitasking
  • Prioritizes completion over activity
  • Does not default to inbox when work is difficult
Score:

4. Calendar Structure

Progress 5/10

Uses calendar strategically, not just for meetings

Key Behaviors:

  • Schedules intentionally
  • Protects time for selling & preparation
  • Limits low-value meetings
Score:

5. Communication Channel Discipline

Progress 6/10

Uses the right tool for the right situation

Key Behaviors:

  • Uses phone/messaging for urgent issues
  • Avoids long email chains
  • Chooses method based on outcome
Score:

6. Workflow Systems

Progress 7/10

Uses tools and rules to reduce manual effort

Key Behaviors:

  • Uses scheduling tools
  • Automates follow-ups
  • Uses email rules/templates
Score:

7. Time Allocation to Selling Work

Progress 8/10

Prioritizes revenue-generating activity

Key Behaviors:

  • Allocates daily/weekly selling time
  • Protects time for discovery & pipeline work
  • Admin does not dominate the day
Score:

Score Interpretation

Your Total Score 0 / 35
30–35: Structured Operator (Disciplined)
22–29: Functional but Reactive (Pipeline Inconsistency)
15–21: Fragmented Execution (Driven by inputs)
Below 15: No System (Performance is inconsistent)
Professional Sales Development System

Coaching Notes

Crucial for positioning your specific feedback & roadmap.

Ready to properly audit your sales framework?

Download Full C|SUITE Toolkit

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