Decide whether a stage problem is structural or definitional.
Pipeline design Your team’s “Evaluation” stage converts at just 31%. Reps say it is too broad. Managers suspect reps are just entering deals too early. The wrong fix here can add complexity without improving truth. The framework Structure vs. discipline Use conversion data to ask whether a stage holds one real buyer milestone or several unrelated ones. If the milestone is mixed, split the stage. If the milestone is clear but entry is sloppy, tighten the criteria. Shortcut Add another stage because the current metric looks messy. Cleaner conversion data with fewer fake fixes. Stages exist to separate meaningfully different…
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