Audit Tool One-Pager

Hand this to a manager on day one. Front: how to open and run a deal. Back: how to read the score and coach the gap.

Front · run an audit in 60 seconds

Pick the deal. Enter ARR, stage, and close date.
Score each pillar 0, 1, or 2 from evidence. If you can't point at buyer behavior, it's not a 2.
Read the coaching surface. The tool shows the lowest pillar and one action to move it.
Save. The score lands in the rep's pipeline view, and the trajectory line starts tracking week over week.

Back · coach the gap

The pillar at 0 is the deal's coaching surface. Move that pillar, and the score moves the category. Do not coach the deal in aggregate · coach the gap. One pillar, one action, one week.

Beginner tip

When in doubt, ask the Nuclear Question for the lowest pillar (see the One-Pager). If the rep can't answer it with a buyer behavior, the pillar stays at 0 and that's your coaching conversation.