Decision Latency Diagnostic

Purpose

• Expose where GTM decisions exceed their latency budget, creating silent SQL decay.

• This template does not ask what you decided.

• It enforces when you must decide.

  
  

Operating Rules (Non-Negotiable)

• Run weekly

• Do not list signals individually

• Do not justify delays

• The output is one enforced calibration decision

• If the latency budget is breached, inaction is no longer neutral
  
  

Step 1: Set the Latency Budget (Once per Quarter)

This is the maximum time GTM can remain wrong after buyer behavior changes.

Choose one:

☐ 7 days
☐ 14 days
☐ 21 days

If you cannot choose, your system already lacks decision authority.

Step 2: Active Misalignment Blocks (This Week)

List only currently open misalignments. If closed, they do not appear.

Active Block A

• Buyer behavior that changed (one sentence): __________________________________
  

• Date change was first visible: (mm:dd:yyyy)__________________________________
  

• Days since visibility: (mm:dd:yyyy)__________________________________
  

• GTM rule affected (type only):

  ☐ SQL criteria
  ☐ ICP boundary
  ☐ SLA
  ☐ Spend
  ☐ Message
  

• Has the rule changed?

  ☐ Yes
  ☐ No
  
  

Active Block B

• Buyer behavior that changed: __________________________________
  

• Date change was first visible: (mm:dd:yyyy)__________________________________
  

• Days since visibility: (mm:dd:yyyy)__________________________________
  

• GTM rule affected: __________________________________
  

• Has the rule changed?

  ☐ Yes

  ☐ No
  
  

NOTE: If there are no active blocks, write NONE. This is rare.

Step 3: Latency Breach Check (Automatic)

For each active block:

• If Days since visibility ≤ Budget → OK

• If Days since visibility > Budget → BREACH
  
  

No interpretation allowed.

Step 4: SQL Confirmation (Breach Only)

For each BREACH , answer YES / NO:

• Has SQL acceptance become noisier? _____
  

• Has sales time been misallocated? _____
  

• Have rejection reasons repeated? _____
  
  

NOTE: If any YES, decay is confirmed. If all NO, signal quality is suspect — not latency.

Step 5: Breach Owner (Forced)

For the largest BREACH only, select one:

☐ Decision authority unclear
☐ Decision ownership contested
☐ Planning cadence override
☐ Fear of invalidating prior judgment
☐ Sales–Marketing power deadlock

Step 6: Mandatory Output (One Only)

Select one BREACHED block.

That block defines this week’s calibration decision.

Write the single GTM rule that will change to close it.

No other actions permitted.

(Fill here)________________________________

Weekly Verdict (Exec-Level)

Answer plainly:

• How many days are we currently over budget? _____

• Which rule stayed wrong the longest? _____

• Who owns that delay? _____
  
  

If the third answer is unclear, the BREACH will recur.

---
Notion template
---

Extend the feedback loop. I am active across these nodes:

Schedule a Call
Email
LinkedIn
LinkedIn Newsletter
LinkedIn Services
Substack
Reddit