Resolver
Decision making and problem solving in scene
Decision making is analyzing information to choose the best solution. GIS scores choice quality on tagged beats with visible tradeoffs, not a post-hoc story in debrief.
Decision quality is the choice the rep makes when options are on screen, not a post-hoc story.
What it is
Decision making is selecting a workable path after weighing evidence visible in the scene. In GIS, it means using qualification facts, peer input, and scene constraints to commit to a next step or a documented walk-away.
Why it matters in enablement
Bad qualification decisions waste pipeline. Bad pod decisions erode trust. Enablement needs situational evidence for both without collapsing them into a generic leadership score.
How we measure
Rubrics on decision-tagged beats reward evidence use, tradeoff naming, and fit to qualification or team values. Mismatch when the scene required listening or repair before deciding.
Observable signals
Well matched
- Makes call with stated risk
- Documents why not to pursue path
Mismatch risk
- Analysis loop without a call
- Escalating every decision upward
Episode map
| Team IQ episodes | Retro decision fork · The 1:1 (Ep4) |
|---|---|
| Deal IQ scenes | Walk-away judgment |
Manager coaching
Coach Decision Making on scene type, not personality. Well matched looks like: Makes call with stated risk Mismatch risk looks like: Analysis loop without a call Assign it as a focus skill, rematch the same scene type in Team IQ or Deal IQ, and compare debrief fit before the next live call or pod forum.
Deal craft scene
Deal IQ qualification and next-step beats score solution choice against visible MEDDPICC gaps. Walk-away judgment forks surface whether the rep documents why not to pursue a path.
Team craft scene
Team IQ 1:1 and retro beats score team process decisions after validation. Retro decision forks reward a call with stated risk, not endless analysis.
Practice in simulation
Assign Decision Making on Deal IQ qualification forks and Team IQ retro decision beats. Rematch shows whether the rep makes faster, better calls with the same facts.
Wrong-tool moments
When situational fit drops, rubrics flag mismatch risk. These are common beats where this skill is the wrong tool for the scene.
- Fast close on a beat that tagged more discovery
- Decision that ignores economic buyer signal in scene
- Pod decision that reassigns without peer input tag
- Analysis loop without choosing when the beat timed out
- Copy prior deal decision without scene specific facts
FAQ
- How is this different from decisive judgment?
- Decision making emphasizes problem solution choice. Decisive judgment emphasizes cost benefit of actions. Related skills, separate rubrics.
- Do LLMs pick the decision?
- No. Rep choices on tagged beats drive deterministic scores.
- Can walk-away score here?
- Walk-away beats may tag decisive judgment or decision making depending on rubric design for the scene.
- Is decision making only for managers?
- No. ICs score decision making on qualification forks, retro choices, and handoff tradeoffs throughout both sim tracks.