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Sales & CRM9 min read
CRM stage hygiene your forecast can survive
B2B forecasting breaks when stages mean different things to different reps. Here is a lightweight standard that still respects nuance.
By Morgan Ellis
Stages should encode customer truth, not rep optimism. If leadership cannot explain why a deal sits in a stage, the CRM has become theater.
Evidence, not vibes
- Discovery complete when budget owner and technical evaluator are named.
- Proposal when commercial terms are issued, not when a deck exists.
- Negotiation when procurement or legal is actively engaged.
Cadence that keeps data fresh
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