What is Decision Process?
The decision process is the buyer's path to yes. Sellers who do not map it get blindsided by steps like security review or procurement that appear at the worst moment.
It is distinct from decision criteria: criteria are what the buyer judges, the process is how and through whom they decide.
Short answer
The decision process is the full sequence of steps a buyer takes to reach a purchase, including evaluation, internal approvals, legal and security review, procurement, and final sign-off. Mapping it early exposes hidden steps and stakeholders that otherwise appear late and derail the timeline. In complex deals, the decision process is where deals quietly die when it is left unmapped.
Key takeaways
- The steps a buyer takes to reach a purchase.
- Includes evaluation, approvals, legal, procurement, sign-off.
- Mapping it exposes hidden steps and stakeholders.
- Unmapped process is where complex deals die.
Why it matters
Enterprise deals slip because unspoken steps appear late. Mapping the decision process drags procurement, legal, and security into the open early, so the close date reflects reality and nothing ambushes the deal.
How Ardovo handles it
Ardovo captures the decision process on the deal and Rook flags missing steps like legal or procurement, so reps map the real path to signature and set close dates that account for every stage.
Frequently asked questions
What is a decision process in sales?
It is the sequence of steps a buyer follows to reach a purchase, including evaluation, internal approvals, legal and security review, procurement, and final sign-off. Mapping it prevents hidden steps from derailing the deal late.
What is the difference between decision criteria and decision process?
Decision criteria are what the buyer uses to judge options; the decision process is how and through whom they actually decide and buy. Criteria tell you what to prove; the process tells you the path and people to navigate.
Why map the decision process early?
Because complex deals die in the steps sellers forget to map, like procurement and security review. Mapping the process early surfaces those steps and stakeholders while there is time to plan around them, preventing late slippage.