This article explains the detailed meaning of every stage in our sales pipelines.
General
When a deal moves from one stage to another certain requirements have to be fulfilled. Therefore, there are properties that have to be filled or checked. If the properties can't be filled or checked, the deal is not meant to be in that stage.
Additionally, the sales manager has to add a line to the closing comment explaining the current status and circumstances around the deal.
Format: [Current week]:[current stage of discussion in the sales managers own words]. I.e. W32: the PO was sent to the GM who will sign it by tomorrow.
Direct Sales
- Pre-qualified (10%)
- Required properties
- Meaning of stage (all must be fulfilled)
- 2 to 3 BANT criteria are validated
- Basic information, resources shared through email
- Product configurator filled (price awareness)
- Qualified to buy (30%)
- Required properties
- Meaning of stage (all must be fulfilled)
- Need given: WingtraOne is the solution to the problem
- Budget matches offering, understanding of procurement process
- Timeline clear (= close date)
- Decision maker is in the loop
- Presentation/demo scheduled (50%)
- Required properties
- Meaning of stage
- In person or virtual demo was scheduled
- Contract sent (60%)
- Required properties
- Meaning of stage
- Customized Quote sent
- Decision-maker buy-in: Verbal confirmation
- Payment conditions clarified
- Payment due date agreed
- Payment Pending (80%)
- Required properties
- Meaning of stage
- Formal agreement: contract signed or PO received
- Invoice sent
- Close won (100%)
- Required properties
- Amount
- Close date
- Required properties
- Meaning of stage
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- Cash in the bank
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The specific Deal activity information can now be seen on the lefthand menu:
