Review Decisions

The opportunity owner prepares the case; the Sales Manager decides on the reviewed evidence. A Review Decision records the parent opportunity, reviewer, source revision, decision, date, reason and operation key. Its decision can be Approve, Reject or Return. Keeping the decision separate from the opportunity makes it possible to revisit the exact version that was assessed when the customer outcome or lane basis later changes.

A review should answer a concrete question. For a submitted lane, the manager checks the origin, destination, expected weekly loads and validity date against the parent opportunity and its supporting activity. For a proposed customer outcome, the manager checks acceptance or loss evidence and the current opportunity revision. A Return decision gives the owner a reason to address before another request. A Reject decision records that the reviewed basis was declined rather than silently disappearing from the queue.

• Independent reviewer. The reviewer is a team member and is recorded on the decision, distinct from the owner preparing the opportunity.
• Version checked. The source revision identifies the opportunity state recorded with the decision; the manager also checks the lane’s revision when reviewing a lane basis.
• Reasoned result. Approve, Reject and Return each carry a reason and decision date that can be read later.

Take an opportunity whose owner has logged a call and prepared a lane quote. The manager sees the lane in the review inbox, checks the current parent revision and decides that the quote validity date needs correction. Recording Return with a reason keeps the next action clear. When the owner revises and resubmits, the manager can review the new basis without treating the earlier decision as approval for it.

Agree who is eligible to act as Sales Manager for each organization and how to avoid self-review. Define the evidence the reviewer must examine for a lane, a proposal and a customer result. Set wording expectations for reasons, especially for Return and Reject. Decide how the team identifies a stale review when the opportunity revision has changed since the decision. The decision log should make the review path understandable to someone outside the original conversation.

The manager’s access is read access to the commercial records, with guarded review actions responsible for protected transitions. The App Administrator maintains membership and account configuration without taking the business approval role. This separation matters when the person maintaining the roster also works on a shipper pursuit.

Prepare a submitted lane with a parent opportunity, activity and a current revision. Have a Sales Manager record a decision with a reason. Verify that the decision log identifies the reviewer, date and source revision. Change the underlying basis and rehearse a second review so the earlier decision is not mistaken for a sign-off on the changed case. Let an Auditor read both decisions and reconstruct why the outcome changed.

• Review Decision Log — Approvals, rejections and returns tied to the reviewed version and reason.
• Lane Review Inbox — Submitted lane bases ready for an independent decision.

Follow lane review and customer outcome.