Before you begin
Admins and managers should define deal stages before reporting on forecast. A stage should mean the same thing for every rep.
Stage design
- Use a small number of stages
- Define one exit criterion per stage
- Separate active stages from closed won/lost
- Review stage order quarterly
What you should see
Stage settings should produce a board that reps understand and managers can forecast from.
Common issues
- Too many stages — merge low-signal stages
- Reps use stages differently — publish exit criteria
- Historical reports changed — note stage changes in your operating log