Forecast With Exit Criteria, Not Optimism
Use exit criteria to decide whether a deal truly belongs in a stage.
If a manager cannot audit why the deal is here, the stage is fiction. What stage hygiene really means Stage hygiene is not administrative neatness. It is a decision rule for whether a deal has earned its place in the pipeline. A healthy stage represents shared reality: the prospect has done something, confirmed something, or committed to something that changes the probability of winning. That is why strong teams define stages by buyer progress, not rep effort. A rep can send a proposal, book a demo, or leave three voicemails. None of those actions alone mean the buyer has progressed.…
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