Specification · 07
Sales pipeline definitions
Sales opportunity stages and the definitions used to report on the pipeline.
When this is useful
The current stage of an opportunity does not show how it moved through the pipeline. Reporting also depends on which dates, amounts and historical states are retained.
My contribution
I define stage movement and reporting together so that the operational records support the intended pipeline measures.
Opening and closing opportunity values reconcile through new, reopened, won, lost and revised amounts, with a separate count reconciliation.
What it covers
- Entry and exit conditions, required records and responsible roles
- Paused, lost and reopened opportunities
- Automatic changes and permitted overrides
- Amounts, dates and reporting periods
- Stage snapshots and movement between periods
- Treatment of duplicated and removed opportunities
The output
A sales pipeline specification covering stage rules, history and reporting definitions.
For an enquiry, describe the question and the systems involved.
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