What is Entry Criteria?
Entry criteria answer "does this deal belong in this stage yet." They are the front gate to each stage, as exit criteria are the back gate.
Defining both ends of a stage removes ambiguity, so a deal in Discovery genuinely meets the definition of Discovery, not a rep's loose interpretation.
Short answer
Entry criteria are the conditions a deal must satisfy to enter a given pipeline stage, the counterpart to exit criteria. Together they bracket each stage with a clear definition: what must be true to arrive and what must be true to leave. Well-defined entry criteria stop deals from being placed in stages they have not earned, keeping stage data and forecasts consistent.
Key takeaways
- Conditions a deal must meet to enter a stage.
- The counterpart to exit criteria.
- Prevent deals entering stages they have not earned.
- Keep stage definitions and forecasts consistent.
Why it matters
If deals can enter a stage without meeting a clear bar, stage data drifts and the forecast inflates. Entry criteria enforce that a deal genuinely belongs where it sits, which keeps stage-based metrics trustworthy.
How Ardovo handles it
Ardovo lets you define entry and exit criteria on each stage, and Rook flags deals placed in a stage without meeting its entry criteria, so stages reflect reality rather than optimistic placement.
Frequently asked questions
What are entry criteria in a sales pipeline?
They are the conditions a deal must meet to enter a given stage, the counterpart to exit criteria. Together they define each stage clearly: what must be true to arrive and what must be true to leave.
Why do entry criteria matter?
Because without them, deals get placed in stages they have not earned, drifting stage data and inflating the forecast. Entry criteria enforce that a deal genuinely belongs where it sits, keeping stage-based metrics honest.
How are entry and exit criteria different?
Entry criteria define what a deal needs to arrive in a stage; exit criteria define what it needs to advance to the next one. Together they bracket a stage with a clear, unambiguous definition on both ends.