It is a simple thing, but ensuring that you have clearly defined (And identifiable) sales stages in your pipeline, will make managing your team and generating useful sales data much less burdensome than it might otherwise be. If possible, tying each stage definition to specific measurable events (e.g. Proposal requested, completed technical meeting), rather than subjective criteria (Prospect is excited), will make life easier for you and your sales people.
- Defining Sales Funnel and Pipeline Stages – InsightSquared
- The 8 Steps of the Sales Process: What You Need to Know – HubSpot
- Sales Process: A Roadmap to Better Sales Performance – SuperOffice