Decision-Making Framework
Knowing who decides what — and how.
Workflow
Step 1Decision Type
ObjectiveIdentify types of decisions that get made in GTM
InputStrategy, organizational structure, common decisions
OutputDecision type categories
Key activities
Identify strategic decisions, identify tactical decisions, identify operational decisions, categorize decisions
Decision points
Right categories? Overlaps? Mutually exclusive?
Tools: Decision frameworksRoles: GTM leadership (definition)
Success: Decision types categorized
Quality gate: Decision types clearly defined
Why it matters
- Slow, unclear decision-making is the quiet killer of GTM velocity. A framework turns "who owns this?" into a known answer.
Best practices
- Publish who decides what (decision rights, not consensus).
- Define the input each decision needs.
- Make the cadence explicit — weekly, monthly, quarterly.
- Log decisions and revisit the losers.
Common mistakes
- Consensus by default — everything becomes a meeting.
- Decisions made in rooms no one documented.
- No post-decision review — repeat the same mistakes.
Key questions
- Who owns the call, and what do they need to make it well?
- When did a bad decision last get revisited?
Agents that drive this
Planning Cycle
Tools we use · alternates in [ ]
Notion[ Confluence, Obsidian ]Slack[ Teams, Discord ]