What is Sales Stage?
Sales Stage is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
A sales stage is a defined step in the pipeline that a deal occupies, each mapped to a buyer milestone with clear exit criteria. Typical stages include discovery, demo, proposal, negotiation, and closed. Stages give the team a shared language for where a deal stands and what has to happen next.
Key takeaways
- Each stage represents a buyer milestone, not internal activity.
- Every stage has an exit criterion that must be met to advance.
- Stages often carry a default win probability for weighting.
- Consistent stage definitions keep forecasts trustworthy.
Why it matters
Clear stage definitions are the foundation of an honest pipeline. When reps interpret stages differently, the forecast becomes noise. Exit criteria keep everyone consistent.
How Ardovo handles it
Ardovo lets you define stages with explicit exit criteria and default probabilities, and Rook updates a deal's stage from meeting notes and activity so stages reflect reality instead of wishful data entry.
Frequently asked questions
What is a stage exit criterion?
A specific, verifiable condition a deal must meet to move to the next stage, such as "economic buyer confirmed" or "proposal sent". It keeps stage data consistent across reps.
Should stages be based on buyer or seller actions?
Buyer actions are more reliable. "Demo delivered" is a seller action; "buyer agreed to a proposal" reflects real progress. Buyer-based stages produce more accurate forecasts.