What matters
A stage comparison should use defined opportunity groups and consistent criteria. Repeated messages or revised proposals should not become additional customers unless the business has a clear rule for distinct requests.
Put it into practice
- Define the starting group
- Identify the target stage
- Review unresolved opportunities separately
An example in practice
A project receives several quote revisions. The team tracks one opportunity moving toward a decision instead of treating every document as a new customer.
What to track
Target-stage opportunities relative to the defined starting group.