Review and Evidence

A Sales Manager needs enough evidence to make a decision and enough context to know what that decision authorizes. The opportunity holds the relationship. Its attachments carry supporting files, while the decision history records the reviewer, reason and source revision. The Relationship Owner prepares the material; the reviewer evaluates the specific work presented.

This matters when a proposal changes after a discussion or a referral follow-up needs correction. An earlier approval may describe a different version of the work. Keeping the source revision with the decision gives the team a way to distinguish an approved case from a later change that still needs attention.

• Evidence files. Record a title, evidence type and file against the opportunity. The upload date and uploading team member help a reviewer identify the material and establish who supplied it.
• Visibility. Set the evidence visibility to Internal or Shared according to the customer’s access policy. Review that policy with the App Administrator before treating an attachment as appropriate for a wider audience.
• Decision history. The Sales Manager records Approve, Reject or Return with a reason and decision time. The source revision and operation key connect the decision to the action being reviewed.

Agree what evidence supports each decision. A customer outcome may need an acceptance document or a clear loss explanation supported by the relationship activity. A referral decision needs the referral evidence and the correct organization context. Use titles and evidence types that make the relevant file easy to identify during a busy review.

Define how an independent reviewer is selected and how a preparer responds to a Return decision. Decide who checks attachment visibility before the team shares material through any connected system. The Shared label must be interpreted through the agreed access policy; it does not by itself identify a recipient or establish a delivery channel.

Rehearse an opportunity with a proposal attachment and a later acceptance attachment. The Relationship Owner supplies meaningful titles and evidence types. The Sales Manager opens the current opportunity revision, reads the relevant activity and records the reason for the outcome decision.

Change the opportunity before the completion action and ask the reviewer to explain whether the earlier decision still covers the changed version. It should require a fresh check of the affected work. For a referral decision, follow the recorded effect references and operation key back to the intended follow-up so that another referral on the same opportunity cannot borrow its approval. Have the Auditor repeat that trace without editing anything.

• Internal Evidence Library — Internal supporting files with the uploader and parent relationship visible.
• Decision Register — Decisions organized with their source revision, reviewer and recorded reason.
• Referral Review Queue — Submitted referral work that needs an independent decision.

See referral review and completion and customer outcome review. Review the access rehearsal on the roles page.