Run DMAIC on bad stage hygiene
Apply DMAIC to diagnose and control opportunity stage hygiene problems.
Stage 4 opportunities are overstated, causing forecast confidence to drop before month end. DMAIC: Define the defect, Measure baseline, Analyze root cause, Improve targeted controls, Control the new standard. The shortcut is adding required fields immediately. That can create complete records without improving stage truth. Define Defect: opportunities in Stage 4 without buyer-confirmed legal/procurement path or next customer date. A precise defect definition keeps the team from arguing about vague stage discipline. Measure Review the last 60 Stage 4 opportunities: 37 lack legal/procurement evidence; 21 have stale next steps. Baseline data shows the problem is evidence and timeliness, not simply…
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