Sales pipeline · ASRR Tech
How do you define sales stages?
Use observable changes in the customer journey. Describe what has happened and what decision justifies moving to the next stage.
A practical example
Intake scheduled and intake completed are different events.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Choose recognisable events.
- Describe transition criteria.
- Test past records.
What does success look like?
Two employees place the same record in the same stage.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Sales pipeline: the wider process
A pipeline describes the progress of a sales opportunity. Choose stages that represent a business change, such as a completed conversation or a quotation sent. Define the evidence required at each stage and who takes the next action. Separate activities from outcomes: a call attempt is different from a completed intake. Review old and new opportunities before fixing the configuration. Include lost, cancelled and reopened journeys. Those exceptions show whether the definitions are clear enough for the whole team.