The rule
Write the rule on one page.
DMN means written decision rules.
A lead gets routed whether or not the rule is written. A deal gets held or moved on a forecast call whether or not the rule is written. When the rule is only in one person's head, the number depends on who is in the room.
The shape, not a result
This table shows the shape of a rule. It is not a recommendation for your book of business. The odds are blank on purpose.
A teaching table for routing a lead. The odds are blank on purpose.
- Buyer named
- Yes
- Date named
- Yes
- Action
- Advance to a draft for a person to approve
- Stated odds
- You write this
- Buyer named
- No
- Date named
- Either way
- Action
- Hold for the meeting
- Stated odds
- You write this
- Buyer named
- Yes
- Date named
- No
- Action
- Hold, and draft a question that asks for the date
- Stated odds
- You write this
When two rows both match
You decide what happens. The first matching row can win, or rows can be kept from overlapping. Overlap is how two rules both claim the deal, and how a room ends up with two numbers.
FEEL means a small language for an exact condition. You do not need it to start. A table of plain words is already a decision.
What else belongs on the page
- Which discount needs a person.
- When a note may be drafted, and when it may be sent.
- Which missing fact holds the deal for the meeting.
The odds on that page are your forecast. Next, see how you score them.