Salesforce Opportunity Stages and Exit Criteria Design
Define Salesforce opportunity stages with entry and exit criteria, required fields, probabilities and coaching questions for your sales process.
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Help me design opportunity stages for Salesforce. What we sell and how buyers buy: [OFFER_AND_BUYING_PROCESS]. Typical deal size and sales cycle: [DEAL_SIZE_AND_CYCLE]. Roles involved on our side: [SALES_ROLES]. Current stages and what is wrong with them: [CURRENT_STAGES_AND_PROBLEMS]. Reports leadership wants: [REQUIRED_REPORTS]. Produce a stage table with the columns Stage name, Buyer action that moves it here, Exit criteria (evidence, not opinion), Required fields, Typical days in stage, Probability suggestion, Next step owner, Coaching questions. Limit it to six open stages plus Closed Won and Closed Lost, and add a list of reasons for Closed Lost. Explain in plain words the difference between a stage defined by what the seller did and one defined by what the buyer did, and write every stage in the second form. Add a section on how to calculate weighted pipeline using stage probabilities, with a worked example, and warn that probabilities should be checked against our own history, not borrowed. Add rules for moving a deal backward and for stale deals. List the Salesforce configuration items someone would need to set up (record types, path guidance, validation rules, picklist values), flagging each as [VERIFY] for our edition and permissions, and do not give click-by-click steps you are unsure of. Do not invent my numbers or Salesforce features. Do not recommend changing live stages without a test sandbox and a plan for existing open deals. Add a worked example with invented figures: 10 open deals worth 20,000 at 20 percent, 6 worth 35,000 at 40 percent and 3 worth 60,000 at 70 percent, and compute weighted pipeline.
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Invented figures. Weighted pipeline = (10 x 20,000 x 0.20) + (6 x 35,000 x 0.40) + (3 x 60,000 x 0.70) = 40,000 + 84,000 + 126,000 = 250,000. Unweighted total = 200,000 + 210,000 + 180,000 = 590,000, so the weighted figure is 42.4 percent of it. Stage row example Stage: Business case agreed Buyer action: Budget holder confirms the problem and a target date Exit criteria: Written confirmation in email or notes, named economic buyer in the Contact Role field Required fields: Amount, Close Date, Economic Buyer, Next Step Typical days: 12 Probability suggestion: 40 percent, to be tested against our history Coaching question: Who else must say yes before this can be signed?
Illustrative only, made-up data. Your results will differ and must be reviewed.