Sales Lifecycle

Sales stages are a critical building block of any successful revenue operations (RevOps) strategy. They provide a structured way to track and manage the progress of sales opportunities as they move from initial contact to closed deals. In this guide, we’ll take a deep dive into the concept of sales stages, why they’re important, and the different methodologies for moving deals from one stage to the next. We’ll also look at best practices for defining entry criteria and using qualification methodologies to make your sales process more efficient.

Understanding Sales Stages

Sales stages are the stepping stones of a sales opportunity's journey, from the spark of interest to the ink on the contract. Each stage has its own checklist of actions, key moments, and criteria that must be met before moving forward. By laying out these stages clearly and implementing them effectively, businesses can gain a deep understanding of their sales process, pinpoint areas for improvement, and fine-tune their sales strategies.

Significance of Sales Stages

Effective sales stages offer several key benefits for businesses:

1. Enhanced Visibility: Sales stages offer a crystal-clear depiction of the sales pipeline, enabling both sales teams and management to track opportunity progress and pinpoint any potential obstacles.

2. Improved Forecasting: Accurate sales stage data allows us to make better predictions about future revenue, which in turn helps us allocate resources more effectively and make better business decisions.

3. Streamlined Sales Process: Clearly defined sales stages help streamline the sales process by offering a standardized framework for sales representatives to adhere to, ensuring uniformity and efficiency.

4. Increased Sales Productivity: By monitoring the time invested in each sales phase, we can pinpoint areas for enhancement and streamline our sales process to reduce sales cycles and boost productivity.

Entry Criteria for Sales Stages

Here's a tip: setting clear entry criteria for each sales stage is key to keeping tabs on progress with precision. These criteria lay down the conditions or actions that must be met before an opportunity advances to the next stage. For instance, to move from the "Demo Completed" stage, you might need to check off "Customer has attended and engaged in a product demonstration."

Qualification Methodologies for Stage Movement

Alongside action-based criteria, businesses can also embrace qualification methodologies that help guide opportunities from one stage to the next. These structured approaches help us assess the potential of a sales opportunity and decide if it meets the necessary criteria to move forward. Some of the common qualification methodologies include:

1. MEDDPIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion): MEDDPIC is a sales methodology that helps reps identify and qualify opportunities based on Metrics, Economic Buyers, Decision Criteria, Decision Process, Identify Pain, and Champion.

2. BANT (Budget, Authority, Need, Timeline): BANT evaluates the potential client's financial scope, decision-making capacity, necessity for the product or service, and the urgency of the purchase.

3. CHAMP (Challenges, Authority, Money, Prioritization): CHAMP is our go-to method for getting to the heart of what a prospect is facing, who’s calling the shots, what’s in the budget, and how urgent the need is.

Best Practices for Sales Stage Management

1. Alignment with Business Goals: Ensure your sales stages are in sync with your overarching business objectives and sales strategy.

2. Customizable Stages: Customize your sales stages to align with your unique sales process and target market.

3. Clear Documentation: We provide detailed documentation for each sales stage, including entry criteria, responsibilities, and expected outcomes.

4. Regular Reviews: Regularly reviewing your sales stages to ensure they are effective and making adjustments as needed.

5. Integration with CRM: Integrate your sales stages with your customer relationship management (CRM) system for seamless data tracking and management.

Sales stages are a fundamental aspect of successful RevOps, offering businesses a structured framework to handle sales opportunities and refine their sales process. Through the establishment of precise entry requirements, the use of robust qualification methods, and the application of best practices, companies can elevate their sales projections, boost efficiency, and, in the end, reach their revenue targets.

Sales Stages

Stage	Description
SAL (Sales Accepted Lead)	Sales has received the MQL, has not immediately disqualified it as junk, and has begun reaching out to the MQL.
SQL (Sales Qualified Lead)	Stage 0 opportunity. A discovery call or product demonstration has been scheduled between the prospect and a sales rep.
SAO (Sales Accepted Opportunity)	Stage 1 opportunity. A discovery or demo call has occurred, the sales rep determines that the prospect meets sales qualification criteria (e.g. BANT) and intends to continue progressing with the sales cycle. This is typically where a pipeline value is assigned to the opportunity in the form of an estimated contract value.
Evaluation / Use Case	Stage 2 opportunity. An evaluation has kicked off to prove value based on the expected use case.
Proposal / Negotiation	Stage 3 opportunity. A proposal has been sent, and negotiations are in place.
Closed Won	Prospect has agreed to terms and signed a contract.