Battlecard: “Stage criteria will just slow deals down”
Respond to a common pushback against stage-governance discipline in a way that protects both speed and accuracy.
A sales leader pushes back on new stage exit criteria during a pipeline-governance meeting. “If we add more stage criteria, reps will spend more time checking boxes and less time selling.” “Bad criteria do slow people down. Clear criteria do the opposite: they stop weak deals from wasting manager time later and make inspection faster because everyone is using the same evidence.” The response does not deny the risk of bureaucracy. It distinguishes bad process from useful operating evidence and links clarity to speed later in the funnel. Do not answer with “because Ops says so.” That confirms the bureaucracy…
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