Salesforce Opportunity Stages and Exit Criteria Definition
Define stages so forecasts mean the same to everyone.
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Define the opportunity stages for our Salesforce pipeline. Our sales process in plain words: [SALES_PROCESS]. Typical deal size and cycle length: [DEAL_SIZE_AND_CYCLE]. Roles involved (sales, solutions, legal, finance): [ROLES]. Stages we use now and the problems with them: [CURRENT_STAGES]. Base everything on my description; do not copy another company's stage names. Keep to six or seven open stages plus Closed Won and Closed Lost, and define Closed Lost reasons in a picklist. Return a table (Stage, Entry signal, Exit criteria, Evidence, Typical days, Probability placeholder). The entry signal is something the buyer has done, not only something we did, and each exit criterion must be checkable by a manager in under a minute. Worked example: Stage 3 Solution fit, entry when the buyer has confirmed requirements in writing, exit when the buyer has seen a tailored demo and named a technical evaluator, required fields requirement summary, evaluator name and competitor, typically 14 days; Stage 4 Commercial agreement, entry when a quote has been sent, exit when the buyer has confirmed budget and a decision date. Point out stages that overlap or depend on our actions only, and propose a fix. Say which fields should be required at each stage and what validation could enforce it [VERIFY with the administrator]. Forecast example with invented deals: values 20,000, 10,000 and 5,000 at probabilities 0.6, 0.4 and 0.2 give 12,000 + 4,000 + 1,000 = 17,000. Probabilities should come from our own win rates after at least one quarter of clean data. Add the monthly stage hygiene questions for managers and how exceptions are recorded.
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