Sales Stage Guidance Overview
- Sales Opportunity stages describe the high-level steps within your sales process.
- The stage field shows you where in your sales process the opportunity is and is updated as the deal moves through the sales process.
- Each organization has its own custom stages dependent on what their sales pipeline looks like.
- Knowing what needs to be done at each stage of the sale gives sales reps a huge advantage by having a clear path to follow.
- A clear sales path creates consistency and allows for continuous improvement in sales methods while winning more deals.
- Not only will a well-honed sales process create consistency in process but, will be more effective at generating higher-quality leads to shorten the sales cycle and reduce effort wasted on opportunities that are not likely to close.
- You will gain improved communication between your sales teams, greater insight into sales performance, and provide a better overall customer experience.
Sales Stage Guidance: Stage 1 Identify Example
Stage Definition
- Stage 1 | Identify: Gain an initial appointment with a targeted decision maker or influencer.
Goal of Stage
- Sales Representative submits opportunity
- Gather research and discovery
- Understand the status of process and who needs to be involved
Actions
Exit Criteria
Sales Stage Guidance: Stage 2 Qualify Example
Stage Definition
- Stage 2 | Qualify: Identify buyers needs and challenges. Teach for differentiation and determine potential fit and whether to pursue or not pursue.
Goal of Stage
- Establish internal champion and confirm value and fit across all buyer groups (OPS, IT, SALES, etc. ), overcome objections from adversaries and confirm budget.
Actions
Exit Criteria
Sales Stage Guidance: Stage 3 Propose Example
Stage Definition
- Stage 3 | Propose: You have identified the unique value proposition your product/service can provide and develop a final proposal.
Goal of Stage
- Decision Criteria
- Formal quote generated
- Formal pricing presented
- Steps to close identified
Actions
Exit Criteria
Sales Stage Guidance: Stage 4 Negotiate Example
Stage Definition
- Stage 4 | Negotiate: Remove any legal and pricing objections, validate pricing against ROI and TCO, establish mutual path to closure with firm timeline, and get paperwork signed.
Goal of Stage
- Contract in Review
- Legal: Share and negotiate MSA, SLA, and Order form
- Create final signature package with final TCs, Order form, and SOW
- Validate signature timelines
- Schedule implementation kick off
Actions
Exit Criteria
Sales Stage Guidance: Stage 5 Deliver/Finalize Example
Stage Definition
- Stage 5 Deliver/Finalize: This stage is a holding ground to verify accuracy of signed contract details and initiate internal discussions from sales to onboarding/implementation.
Goal of Stage
- All final signatures on contract and order form
- Finance and Legal validation
Actions
Exit Criteria
Sales Stage Guidance: Closed Lost Example
Stage Definition
This Stage indicates that an opportunity made it to Stage 2 Qualified, but never made it to Closed Won.
Actions
Exit Criteria
Sales Stage Guidance: Closed Won Example
Stage Definition
Congratulations! You and the customer have come to a mutually beneficial agreement and your opportunity is now ready for Closed Won status!
Actions
Exit Criteria
