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The RevOps Asymmetric Override Protocol
Replacing symmetrical managerial discretion with structural friction: high proof standards for upward optimism, zero friction for risk reduction, and systematic logging of override efficacy.
| Forecast Dimension | Standard Operating Practice | Asymmetric Override Protocol |
|---|---|---|
| Upward Adjustments (Pushed into Commit) | Based on AE verbal confidence or managerial gut feeling. Low friction. | High Evidentiary Friction: Requires verifiable, external proof (e.g. approved redlines, completed security audit, executive sign-off). Mandatory written justification. |
| Downward Adjustments (De-committing Deals) | Discouraged during pipeline reviews; perceived as sandbagging or lack of grit. | Zero Friction: Immediate and penalty-free. Encouraged whenever deal velocity slows or champion engagement stalls. |
| Micro-Adjustments (under 10%) | Constant weekly tweaking across dozens of mid-funnel deals. | Banned: Overrides below a 10% threshold are locked to prevent wasted managerial bandwidth. |
| Accountability & Tracking | Only the final called number is tracked against final actuals. | The Three-Column Audit: CRM logs System Baseline, Manager Override, and Actual Outcome to score managerial batting averages over time. |
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Reference & Evidence
Source: Operating framework adapted from Fildes & Goodwin (2007) and Fildes et al. (2009).
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