Decision Log

Definition

A contemporaneous record of revenue decisions: who decided what, based on which numbers at the time, expecting what effect, to be reviewed on which date. Written when the decision is made — not reconstructed after the outcome is known.

What it tells you

Memory rewrites itself: once the result is in, everyone remembers having predicted it. The log defeats hindsight bias and lets you judge decisions by the quality of the reasoning given the information available — not by whether luck cooperated. Over a year it turns individual calls into organisational learning: which triggers worked, which assumptions kept failing, which playbook rules earned their place.

How to track it

Minimum fields per entry: date, the state of the numbers (OTB, pace, pickup at that moment), the decision and its reasoning, the expected effect, a review date. Close the loop quarterly: re-open each decision at its review date and record the outcome next to the expectation.

Where it fits

The backbone of decision-quality culture in RM — and the practice behind product features that track a decision’s life story. The free Academy covers it in depth: Decisions and Revenue Track — the life story of decisions.