OPERATIONAL RULES

Opportunities Move Forward, Never Backward

Once an opportunity enters the pipeline, it must progress linearly forward and never backwards. It cannot skip stages once it has entered the pipeline. It can enter the pipeline at any stage, but once it starts progressing, it must move through all remaining stages in order.

Observance of the Rule

  • Ensures accurate stage conversion rates.
  • Helps protect the integrity of the closing rate metric.
  • Protects the integrity of forecasts.
  • Ensures that any automations tied to stage transitions trigger correctly.

Violation of the Rule

  • Skews stage conversion rates.
  • Skews closing rates.
  • Skews revenue forecasts.
  • Risks automations tied to stage transitions firing prematurely.

SALESPERSON

Execution

  • You must progress all opportunities assigned to you linearly through the pipeline stages without skipping or reversing.

SALES MANAGER

Execution

  • You must ensure your salespeople are not skipping or reversing stages, through regular monitoring and auditing of pipeline activity.

CRM ADMINISTRATOR

Execution

  • You must implement data validation rules that enforce linear opportunity progression, acting as the last line of defence against process failures that slip past the salesperson and sales manager.