What matters
Stage changes need observable criteria. A scheduled conversation, delivered proposal and accepted quote are different milestones; moving records without a clear reason makes the pipeline less reliable.
Put it into practice
- Describe the actual buying path
- Define criteria for each stage
- Review stalled opportunities
An example in practice
A quote sent to the customer remains separate from a quote accepted. The team uses the decision received, not optimism, to move the opportunity.
What to track
Track progression and time spent in each stage.