Define Your Stages by Buyer Actions
A deal should move forward because the buyer did something, not because a rep feels hopeful. Tie every stage to an event you can verify.
Clean Up Regularly
Old deals inflate your numbers and hide real risk. Close out anything without a next step on the calendar.
Forecast From History
Use your own conversion rates by stage rather than gut feel. After a few quarters, you will know how much pipeline each revenue target really needs.
- Win rate by stage
- Average time in each stage
- Pipeline needed per dollar of target
