THE DOOD FIELD GUIDE / IMPLEMENTATION
Sales cycle stages with evidence at every handoff
Define what a stage means, how work advances and when a deal should leave the pipeline.
By Mrunal Walke ↗ FOLLOW THE HANDOFF
Open a worked example ↗
Illustrative example: proposal reviewed requires a customer discussion and a recorded next step. Merely sending a PDF does not prove the buyer considered it.
Model the way your customers decide
List the observable decisions that move a purchase forward. A small service sale may need fewer stages than a complex procurement process. Pipedrive describes sales-cycle stages as a structured progression; your implementation should use evidence relevant to your own buying process rather than copy a generic stage list.
Write entry and exit conditions
For each stage, define the required information, owner, next action and exit evidence. A qualified opportunity might need a confirmed problem and responsible buyer. A proposal stage needs a scope and review date. Keep a lost or paused path so that inactive deals do not inflate the active pipeline.
Measure aging without hiding stalled deals
Record stage entry time separately from the latest activity date. A trivial update should not reset a deal that has stalled for weeks. Review age alongside the next action and reason for delay. Compare similar cohorts and deal types; an average alone can hide a long tail of neglected opportunities.
End with an operational handoff
Won is a commercial milestone, not proof delivery can begin. Require the approved scope, billing details, responsible owner and start conditions. Link the receiving project or order reference back to the CRM. Track incomplete handoffs separately from lost sales so the right team can resolve them.
How many stages should we use?
Use the smallest number that represents distinct customer decisions or operating responsibilities. Add a stage only if it changes what someone needs to do.
MAKE IT PART OF YOUR WORKFLOW
A useful tool. A connected business.
Bring your customer, inventory and accounting workflows together. Tell us where the handoff gets difficult.
