What is Stage Gate?
A stage gate turns a stage boundary into an enforced checkpoint rather than a suggestion. Deals move forward only when they earn it.
Gates are the enforcement mechanism behind exit criteria: the criteria define the bar, the gate stops a deal from advancing until the bar is cleared.
Short answer
A stage gate is a formal checkpoint between pipeline stages that a deal must pass before advancing, defined by exit criteria that have to be met. Gates enforce process discipline: a deal cannot skip ahead on optimism because it must clear each gate's requirements first. This keeps stage data clean and makes stage-based forecasting reliable.
Key takeaways
- A checkpoint a deal must clear to advance.
- Enforces the stage's exit criteria.
- Prevents deals skipping ahead on optimism.
- Keeps stage data clean for forecasting.
Why it matters
Without gates, reps drift deals forward prematurely and the forecast inflates. Gates enforce that a deal has actually met its criteria, which is what keeps stage-based conversion and forecasting honest.
How Ardovo handles it
Ardovo can enforce stage gates so a deal cannot advance until its exit criteria are met, and Rook surfaces deals that were pushed forward without clearing the gate, keeping the pipeline honest.
Frequently asked questions
What is a stage gate in sales?
It is a checkpoint between pipeline stages that a deal must clear before advancing, defined by exit criteria. It enforces process discipline by preventing deals from skipping ahead before they have met the required conditions.
How is a stage gate different from exit criteria?
Exit criteria define the conditions; the stage gate is the enforcement that stops a deal from advancing until those conditions are met. Criteria are the bar, the gate is the gatekeeper.
Do stage gates slow deals down?
They slow down deals that were being pushed forward prematurely, which is the point. Genuinely qualified deals clear gates easily. Gates cost a little friction to buy much cleaner data and more accurate forecasts.