Build stage exit criteria people can actually use
Write stage exit criteria that reps, managers, and analysts can apply consistently.
Stage 2 is called “Qualified,” but reps advance opportunities after any decent discovery call. Forecast reviews keep reopening the same deals because the stage does not actually mean one thing. Use SMART logic for stage exits: specific buying milestone, measurable evidence, relevant to deal progress, and time-bound next step. The common trap is writing criteria that sound thoughtful but cannot be inspected quickly, like “customer expressed strong interest” or “deal feels active.” Name the milestone Define the customer reality the stage is supposed to represent, not the seller activity that happened. A stage should map to a buying milestone such…
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