Sales pipeline · ASRR Tech
How do you recognise a stalled opportunity?
Review time since meaningful progress alongside the next action. A long journey is not necessarily stalled when a known decision date explains it.
A practical example
A quotation remains open while the customer awaits a construction decision.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Check last progress.
- Read the waiting reason.
- Schedule review.
What does success look like?
Every long-running record has a current explanation or recovery action.
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.