Resolver
Decision making and problem solving in scene
O*NET Making Decisions and Solving Problems analyzes information to choose solutions. GIS scores choice quality on tagged beats with visible tradeoffs.
Decision quality is the choice the rep makes when options are on screen, not a post-hoc story.
What it is
Decision making uses library ID decision_making in Judgment and Leadership with process_discipline proxy.
Why it matters in enablement
Bad qualification decisions waste pipeline. Bad pod decisions erode trust. Same rubric spine, different scene tags.
How we measure
Rubrics on decision-tagged beats reward evidence use, tradeoff naming, and fit to qualification or team values.
Deal craft scene
Deal IQ qualification and next-step beats score solution choice against visible MEDDPICC gaps.
Team craft scene
Team IQ 1:1 and retro beats score team process decisions after validation.
Practice in simulation
Assign decision_making on Deal IQ qualification fork and Team IQ retro decision beat.
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 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 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 IDs, 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.